Category: Management Skill

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 »

Building the Future of Agency Management

The global talent war is on. To successfully combat it requires a steady stream of emerging leaders at every level.  Cultivating the next generation of agency management is one of the most critical tasks at hand. It takes deliberate effort and, done right, can help build a powerful pipeline of... 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 »

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 »

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