Ditch the Pitch, or Win the Pitch?
A recent report on pitch practices in the US suggested that agency pitches could cost over $1 million. Many in the industry jumped on that news and railed against pitching. The topic of pitches seems to be an easy way to bring out the pitch forks and torches! Pitching CAN be expensive. Some pitches ARE […]
Marketers’ and Agency leaders’ best advice to their 30-year-old selves
Senior leadership and younger staff can have a very different view of the world. Execs early in their career often want to make their mark and can be nervous about proving their worth. Successful senior execs often have learned they are worthy and don’t need to prove it. They have learned what they need to […]
The 4 letter word all marketers should know
Marketers and agency execs have some of the most demanding jobs on the planet. These jobs can be nearly impossible to manage in a 24-hour day. The expectations of marketers and their agencies has never been higher and the work is always-on and can be always stressful. In this world of constant challenges and stress, […]
Three rules for staffing your next agency pitch
The agency world, like many professional services, is full of small differences and limited brand awareness. Agencies are pitching new business often and the ability to win more than an agency’s “fair share” is critical to profitability. The ability to run a compelling pitch – especially in a competitive setting – is critical to a […]
Questions agencies should be asking clients
Last week we discussed the key questions that clients should be asking their agencies. What questions should agencies be asking their clients? Just as it’s never been more complex or challenging to be a marketer, it has also never been more challenging to lead an agency. And just as marketers need to get every possible […]
Questions marketers should be asking their agencies
Change is all around us. And the pace of change continues to accelerate. Marketers are expected to build their brands, drive revenue, grow market share, guide new product enhancements and introductions, partner with Sales and lead digital transformations. It’s never been more complex or challenging to be a marketer or an agency that supports marketers. […]
Belief and conviction matter in good pitches and proposals
Marketers and agency execs can learn so much from the world around them. One example is in the area of storytelling and persuasiveness: there is so much that can be learned from great writers about how to spin a compelling narrative. Great stories matter. They connect you with your key audiences. They give people a […]
Marketers & agency execs need training in 5 areas now
Great marketing efforts are a business multiplier. Unfortunately, many marketers and agency execs are not prepared properly for the task of delivering marketing efforts that outperform the competition and drive brand success. They lack some of the basic skills needed to get every ounce of impact from the investments they are leading. Training budgets have […]
How agencies should talk about the money
Most agency executives and teams hate talking about money with clients and prospects. And they don’t do a very good job of it. Agencies often seem to approach the topic of money as a required nuisance or as an afterthought. The agency’s economic proposal may be a simple spreadsheet. Or a spreadsheet embedded in a […]
You Get the Agency You Deserve: Every marketer should read Jared Belsky’s new book
Some marketers get absolutely amazing support from their agencies! Brilliant strategies and amazing service. Work that builds the brand, moves customers to action and builds business. Great, self-sustaining relationships. Unfortunately, this isn’t the experience of all marketers. Many marketers often get less than they want from their agencies. Fewer great ideas, strategies that aren’t really […]
