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Financial/Compensation

Money Talks: What Goes into Ad Agency Pricing?

Money Talks: What Goes into Ad Agency Pricing?

Deborah Budd
8/21/2019

Few conversations between agency and client are more difficult or uncomfortable than pricing discussions. Let’s face it—money talk is fraught with booby traps ...

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Rules for Greater Efficiency

Six More Rules for Greater Efficiency and Profitability

Second Wind
8/9/2019

In The Long and Winding Road, our late founder, Tony Mikes, shared his Six Agency Financial Rules. Since then, we’ve identified additional steps agency ...

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Earn That Markup

Earn That Markup The Old-Fashioned Way

Second Wind
8/9/2019

The statistics are in: the average ad agency markup earned on an outside purchase is well below 20 percent. Fifteen years ago, it was closer ...

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When Down Is Up

When Down Is Up: Making the Most of Downtime

Second Wind
7/26/2019

We heard an interesting fact from an agency principal not long ago. He said that his ad agency had been losing about $100,000 per ...

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Valuation: Make Sure You Deal With This First

Valuation: Make Sure You Deal With This First

Second Wind
7/9/2019

Here’s a war story. Two partners started an agency years ago. At the time, their lawyers and accountants told them to set a value ...

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Strategic Agency or Vendor

Strategic Agency or Vendor: Which Sort Are You?

Deborah Budd
6/19/2019

Now and then, I see an agency question on the Second Wind Forums that gives me pause. For instance, one agency asked for help assembling ...

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Moving Stalled Client Projects

Strategies for Moving Stalled Client Projects (and Billing)

Deborah Budd
5/20/2019

Over the past decade—essentially, since the Great Recession—ad agencies and marketing firms have watched strategic relationships erode, procurement barriers arise between clients and ...

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Creative In-House

Cost Is Driving More Companies to Pull Creative In-House

Deborah Budd
5/7/2019

Moving marketing to in-house departments is a growing trend in the USA. Some of this is due to the rise of digital marketing and data ...

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Capturing the Holy Grail

Capturing the Holy Grail

Second Wind
4/11/2019

It is an industry truth: on average, 20 percent of the hours incurred on any project are ultimately not billable to the client—meaning you ...

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A Volatile Economy

Blood in the Streets: A Volatile Economy Signals Opportunity

Second Wind
1/8/2019

Nathan Rothschild of the great European banking family is supposed to have said that “the time to buy is when there is blood in the ...

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Report Write Offs

Why Ad Agencies Need to Report Their Write Offs

Vincent G. Dong, CPA, CA
12/18/2018

What’s the big deal about write-offs? No one sees them on the income statement, therefore, nothing to worry about. Right?

Every year, ad agencies ...

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Client Profit & Losses

Are You Analyzing Client Profit and Losses (P&Ls)?

Vincent G. Dong
10/31/2018

I visited an agency earlier this year and was intrigued by a comment the owner had made. 

“We don’t bother with client P&Ls ...

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Take Back Control of Pricing

How Ad Agencies Can Take Back Control of Pricing

Second Wind
10/11/2018

Assembly-line production and manufacturing automation spurred the consumer age as the industrial revolution unfolded, making it possible to mass-produce complex products. But not every “product ...

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The Long and Winding Road

The Long and Winding Road

Tony Mikes
9/5/2018

Following is a hard-learned, hard-earned summary from Second Wind to you; hard-learned after years of seeing agencies fail to mind the financial store, and hard-earned ...

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Value-based Pricing

Value-based Pricing: How to Raise Your Price Ceiling for Marketing Expertise

Deborah Budd
8/22/2018

In the halcyon days of the advertising business, when the economy was stable and we had yet to be swallowed up in the global competitive ...

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Accounting ROI

What Is Your Accounting ROI? Ten Reasons Why an AMS Is Your Best ROI Tool

Vincent G. Dong
8/14/2018

How many ad agency owners have asked about the return on investment (ROI) on their accountants?

How many owners of agencies completely and implicitly trust ...

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Pay Your Freelancers

How Do You Pay Your Freelancers?

Deborah Budd
8/8/2018

We’ve written frequently about managing and working with freelancers and independent contractors. But given some of the remarks tweeted around National Freelancers Day (June ...

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Nosey Clients: Should You Share Vendor Invoices?

Tony Mikes
6/25/2018

I received a letter from a friend in the agency business in California.

“The client asked to see copies of all vendor invoices coming into ...

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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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Ugly Interface

What’s the Biggest Complaint About AMS? Ugly Interfaces

Deborah Budd
5/8/2018

Just when you think you’ve heard it all…

I’m a Gemini, so while I love good design, I can appreciate the more functional ...

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