The traditional notion of an account executive was that of someone ordered around by the client and disdained by the agency creative. Or, they were the ones living large on ...

Wise old business sages often advise, “Look for how the money moves in a deal. If you can follow it, you will be able to truly understand what is happening ...

We often write about the nitty-gritty lead qualification process, but curation is a different approach than merely running down the checklist. It implies deeper consideration of the benefits that you ...

It happens. People leave, sometimes for personal reasons, often due to a new opportunity, and occasionally because you (or the employee) feel they no longer are a “fit.” In the ...

One thing we see all too often in small to midsize agencies is the solo account executive. This means that the agency assigns an account executive to service an account ...

It’s a good question: most agencies have an account mix that is far from ideal. Frequently, a single account controls the life of any given agency—a “gorilla,” if ...

Good job. You’ve won a key new piece of business. You have worked hard to achieve it. Now what? It’s a fair question and one that many agency ...

Client conflict is a growing problem for agencies. Working more frequently online with remote clients nation- and worldwide, the boundaries become increasingly blurred.

This is a difficult issue for smaller ...

In an era when social media emphasizes the personal in brand/customer interactions, and one-to-one marketing is enhanced by the Internet, ad agencies have been sidelined by a loss of ...