Every agency has had them. The client who seems to exist solely to make life miserable for everyone assigned to the account. The one whose feedback is never constructive, whose ...

There has been a lot of talk about the sweeping changes moving through the advertising and marketing space. It is all true. Few industries have been reshaped as fundamentally or ...

With thousands of companies to choose from, and so little time to choose them, your agency needs to define who qualifies to be a prospect or client. Not every company ...

Advertising is still big business in America. Total U.S. advertising revenues have surpassed $300 billion annually in recent years, placing the industry alongside transportation and health care, and ahead ...

Agencies today continue to face competition from other agencies and related firms. Agency owners and managers also continue to find themselves in the uncomfortable position of competing with their own ...

The opening months of a new account are a dangerous time. All sorts of things can happen that end the honeymoon period most agencies and clients enter into after the ...

The in-house agency is no longer a cost-cutting measure of last resort. It has become a permanent fixture of how mid-size and large companies manage their marketing. Over the past ...

Before the new business conversation starts, the most important question an agency can ask is not whether the prospect has budget or fits the agency's sweet spot. It is ...

The business world is stressful, and clients are not immune to the impact of market changes, internal politics, and competitive pressure. Agency client service teams are not immune either. Things ...

An agency principal lamented to me about her clients, saying, “It seems as if we’ve been in a great client drought for the past few years. Each of our ...

One of the great challenges of the advertising agency business is working with clients whose workflow methods—and priorities—are often very different from our own. Many clients hand projects ...

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 ...

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 ...

Asking clients for feedback regarding their satisfaction with your agency is a wonderful way to understand the things you are doing really well… as well as dig for sore spots ...