April 4, 2024
Why is the agency business model not working?
Michael Farmer, the author of two key books in the agency industry ‘Madison Avenue Manslaughter’…
February 22, 2024
The trouble with account managers
I read as many reports I can about the state of agency account management and…
February 15, 2024
Why do we need account managers anyway?
When you start an agency, typically you start with project management. As a small, agile…
January 29, 2024
Is billing by the hour killing your account manager’s proactivity?
The account manager's job is to keep and grow client relationships. Given they're speaking to…
December 9, 2023
How to get account managers to ask better questions
Why do account managers miss new account growth opportunities in client meetings? Often it’s because…
December 7, 2023
From ‘order taker’ to trusted advisor: raising the value of account management with agency leadership support
You can’t just expect clients to treat account managers as ‘trusted advisors’ because trust has…
December 6, 2023
Why do account managers need entrepreneurial skills?
Agency owners tell me they’re frustrated because their existing client accounts aren’t growing. But their…
September 13, 2023
Why agency account managers struggle to think ahead
Do you struggle to think ahead about your clients? I speak to multiple account managers (AMs)…
September 11, 2023
Account managers need to know this about client budgets
Results of a study have come out called "Building trust and revenue with existing clients".…