Agencies often use employee turnover to measure how well management, or the agency as a whole, is performing. It's an easy metric to reach for. No deep analysis is ...

Most agencies don't choose their clients. Clients choose the agency, and the agency, eager for the revenue, says yes. Choosing clients on purpose, as an ongoing practice, is something ...

An agency principal who built his shop from a handful of people to over 100 in 20 years was once asked the secret of his success.

The expected answers would ...

Picture your favorite restaurant. It has a great menu, often with specials you cannot find anywhere else. The chef is a taskmaster who is all about quality, from ingredients to ...

If you follow the advice we dish out regularly, your agency conducts a 365-day-a-year new business effort aimed at winning great accounts. And while an ongoing effort is a very ...

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 ...

We write often about the importance of a strong agency culture. Culture in an organization is comprised of many elements. It begins with having a vision for what you want ...

Over the years, we've had many conversations with agency owners and managers about efficient and effective operations. One thing we've noticed is a pattern of success in the ...

It is a well-established fact that agencies with better leadership are more likely to enjoy long-term success. Agencies with highly skilled people are the “norm” these days. Your agency HAS ...

How well is your agency prepared for new business this year? Take a look at the following checklist and see how you score.

Do you have a unique story for ...

Succession planning is a bit like a lonely-hearts ad. We've seen many buy/sell/merge/retire deals with agency principals over some 35 years. Most of these deals are ...

Do you ever get the feeling that the more your agency tries to do, the less you actually accomplish? As 2022 gets off to a quick start, you may begin ...

Another year came racing to a close. It’s time to do the annual agency review and hold a business planning session. Yes, we know... planning is such a CHORE ...