Category: Account Management
Managing Presentation Nerves
Managing Nerves during Presentations, Pitches & Q&A Nervous reactions can sabotage even the most highly skilled presenter. The result can be career limiting, since clients often get the impression that the presenter is either not smart, is under prepared or lacks knowledge - which couldn’t be further from the truth.... read more »
The Secrets to Keeping Clients Longer
Someone once said, “The only sure thing in our business is that you’ll lose business.” The cruel fact is that eventually all your current clients will go away. Client departures often disrupt an agency and frequently force it to lay off talented staff. Sometimes the event even forces the agency... read more »
Defending Creative Work Without Getting Defensive
Getting a client excited about an idea is an important step in getting a concept accepted. But nearly all creative work will elicit some observations or "suggestions" from a client or prospect. How a creative or account person handles that suggestion goes a long way toward whether that concept will... read more »
Selling Creative Work to Clients and Prospects
The challenge with getting clients to accept great creative work is that the client often cannot see what makes the creative great. The creative staff and the client simply think differently and overcoming that challenge can be the key to getting work approved. Join Mark Schnurman as he provides you... read more »
How To Evaluate Creative Ideas and Make Them Better with Tracy Wong
We’re in a business driven by creative ideas. And we succeed and fail based on the quality of those ideas. But has anyone ever told you how to evaluate an idea? Or explained to you what makes a good one, what makes a bad one, and how to tell the... read more »
Negotiating Skills for Account Staff
“The minute you get an account is the minute you start losing it.” Advertising Hall of Famer Carl Ally. It is a function of agency account service to maintain the agency-client relationship by constantly negotiating with clients. One of the best examples of a negotiation is marriage. Getting the agreement... read more »
Crafting Killer Presentations: Bringing Agency Ideas To Life
In the agency world, there’s nothing worse than being trapped for hours in a conference room squinting at a wall or staring blankly at a handout crammed full of pie charts, spreadsheets and hundreds of words in 8-point font. There’s also nothing less motivating when the message gets lost in... read more »
With Clients, Everything is a Negotiation
Negotiation is a part of any agency staff’s daily experience. Whether we are talking about timelines, logo size, strategic ideas, internal resources, media spends…everything is negotiable. The challenge is that these negotiations, whether with colleagues or clients, happen so frequently that often our first impulse is to resolve them... read more »
17 New Business Mistakes Agencies Make; And How To Avoid Them
Nearly all agencies approach new business development the same way . . . the way they’ve always done it. As a result they have fallen victim to mistaken beliefs like: We don’t need a prospect list; we get referrals Prospecting is just about “cold calling” so why bother You have... read more »
Applying Agile Practices to Accelerate Agency Growth: How to create team workflow and structure to reduce costs, increase capacity and elevate quality
Many advertising and marketing agencies are struggling to deliver increasing amounts of digital and project-based work with their current operating model. Their margins, quality of work, team morale, and client experience suffer as a result. If this touches a nerve, it’s time to rethink how your agency works. Join Brian... read more »
Turning Customer and Consumer Insights into New Business Gold
67% of CEOs and Client Decision Makers say that unearthing and leveraging genuine consumer and customer insights is one of top three challenges in their job. Sadly, those same Decision Makers also say that while they want and expect their agencies to provide these insights – they usually cannot. This... read more »
Developing & Training The Next Generation of Account Management
Take a couple of minutes and think about the current state of your agency’s account management department. How are they being mentored and coached? How are you instilling in them the courage and resourcefulness to adapt to changing conditions and capitalize on emerging industry trends? What are you doing to... read more »
Getting to Great: Leading vs. Managing
Managing is all about getting things done; leading is making sure agency teams are getting the right things done. Exceptional agency leaders don’t just deliver great work. They rally their teams to develop new opportunities and improve the process. Vision plays a part, but more so, the ability to translate... read more »
The Art of Creative Testing: Keeping an Open Mind
Join Robin Hafitz, CEO, Open Mind Strategy LLC, and Allison O’Keefe Wright, EVP, Managing Director, Research and Strategy, Open Mind Strategy LLC, who will provide key strategies for executing actionable and effective Creative Testing. This webinar will offer best practices (for when you are conducting testing of your own work)... read more »
The Account Management and Creative Relationship: How to establish a strong partnership
The relationship between account managers and creatives can be a wonderful partnership that results in excellent work and business building ideas. But…more often than not, this relationship has challenges that lead to frustrated employees and a lack of teamwork between these two disciplines. By understanding what the creative team needs... read more »
Negotiating Budgets, Deadlines, Scopes and Other Tough Topics with Clients
In today’s fast-paced, project-based world when there’s no time for missteps or miscommunication with clients, account managers and team leads must know how to navigate potentially difficult conversations when discussing budgets, fees, deadlines, project deliverables, success metrics, etc. These skills become particularly important when your firm is one of several... read more »
Managing to Lead: How Agency Managers Become Great Leaders
You are a machine when it comes to getting things done. Your work is as good as it gets and nothing waits on you. That’s why you keep getting promoted. Now comes the hard part…getting other people to perform as well as you. The skills required to be a strong... read more »
How to Raise Your Agency’s Visibility Through Agency PR: Creating And Navigating An Effective Agency PR Strategy
As the media landscape has changed, so have the opportunities to earn press coverage for an advertising agency, no matter what its size. Investing in and devoting time to Agency PR is important for reaching clients, getting into pitches, and recruiting and retaining employees, yet it’s hard to allocate the... read more »
7 Keys to Managing Other People
Many strong and talented individual performers find it difficult to make the transition from relying on themselves to getting work done through other people. Managing other people can be a tough challenge, especially when the styles and work patterns of different generations clash. In this webinar, supervisors will learn techniques... read more »
Confessions of a Hypercritical Client: What Your Clients Don’t Say, But Should
Clients can be frustrating with unreal expectations, last minute rushes, endless direction changes and redo’s. But too often, they feel pushback and wonder if their agency partner really gets it. Agency says “We’ll think about it,” clients hear “Not doing it.” Agency says “We’re working on it,” clients hear “Not... read more »
Turning Data Into Brand Stories
These days we have more data than ever, but to make that data worth anything, you have to know how to discern the signal from the noise. Most important to remember, it's not how much you know, but what you do with it. In short, it's never been more critical... read more »
Using Metrics to Win - and Keep – Clients: Applying Metrics to Your Advantage
Digital Marketing has added new layers of complexity, an explosion of data, AND new ways to track and measure success to the marketing strategies of every agency’s clients. Yet most agencies are afraid to track and review key metrics with clients despite clear demand in the marketplace for ROI driven... read more »
The Secrets to Creating a Motivational Work Environment: How to Keep Agency Employees Engaged
One of the hardest parts of being a manager is to keep employees engaged and motivated. Different things motivate every individual. How can you discover what motivates your employees and keep employees happy and satisfied in their jobs for the long run? Join Denise Rosenblum, President, Dynamic Development, as she... read more »
Negotiating Agency-Client Contracts from a Position of Strength
You’ve just gotten the call from the client and it’s good news. After weeks (or months) of hard work, long hours, and sacrifice, your agency has won the business. It’s time to celebrate – almost. No deal is done until the contract is signed. Unfortunately, a lot of agencies rush... read more »
Social and Content, Done Right: The Legal Tools Every Agency Needs
The legal heat has been turned up significantly on marketers using social media and content marketing and, more recently, native advertising tactics. New FTC guidelines and increased regulatory enforcement have raised stakes for both brands AND agencies. And in addition to the regulatory hurdles, marketers need to be knowledgeable about... read more »
How To Survive As A Working Mother in Advertising
Being a working mother is hard. Being a working mother in advertising is ridiculously hard. Demanding client schedules and shoots across the country can often feel at odds with an end-goal of work-life balance. Based on research with over 5,000 working mothers across the country, this webinar will share what... read more »