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Account Service

Do AEs Know How to Measure Their Productivity?

Do AEs Know How to Measure Their Productivity?

Deborah Budd
7/26/2018

At a recent Certified Account Executive College meeting, Second Wind COO and seminar moderator Laurie Mikes asked attendees how many knew how “billable” they were ...

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Stronger Client Relationships

Nine Tactics for Building Stronger Client-Ad Agency Relationships

Deborah Budd
7/12/2018

Thirty years ago, our founder Tony Mikes started Second Wind with the goal of helping small ad agency owners gain valuable skills to help them ...

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Billing Standards and Practices

Why You Need an Agency Billing Standards and Practices Guide

Deborah Budd
6/7/2018

Many of you are married or in long-term relationships. Think about the last big fight you had with your spouse. We’d bet even money ...

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B2B Sales Cycle Longer, More Touches Between Lead and Sale

Second Wind
5/30/2018

Ad agencies assisting companies in the business-to-business category may be aware that their clients are fighting to close sales. New data suggests that the purchase ...

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Woo Your Clients Like New Business Prospects

Woo Your Clients Like New Business Prospects

Deborah Budd
4/12/2018

Be honest. If I ask you to quantify your relationship with your longest-held client account, which of the following would best describe your working relationship ...

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Ten Steps to Onboarding a New Client

Ten Steps to Onboarding a New Client

Tony Mikes
3/29/2018

One of the most important things an agency can do is to onboard a new client properly.  In our opinion, client longevity increases dramatically in ...

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integrating Clients' Big Three

Integrating Clients’ Big Three: Sales, Marketing and CRM

Deborah Budd
2/27/2018

For many of our clients, breaking down the silos of sales, marketing and customer relationship management (CRM) has been difficult. But in today’s fast-paced ...

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Stay the Course in Marketing

Stay the Course in Marketing as in Investing

Deborah Budd
2/27/2018

When financial markets enter turmoil, many people bewail their lost investment value, while financial advisors tell their customers to “stay the course,” and “think long-term ...

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toomanyhats

Are Your Account People Wearing Too Many Hats?

Betsy Ahlstrand
1/30/2018

Excellent account service means wearing many hats. In fact, it’s what draws many of us to the industry. It’s natural to be tempted ...

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Scope of Work

Scope of Work and KPIs: Clear Objectives Translate to Value

Deborah Budd
1/30/2018

We’ve all been in client meetings where the client talked at length about what they expected from a proposed campaign. Too often, the data ...

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