Welcome to episode 111. This episode will be particularly relevant for you if you're heading up the agency or you're in charge of an agency team. Alison Coward is the founder of Bracket, a consultancy that partners with ambitious, forward-thinking companies to help them build high-performing and collaborative team cultures. She is a culture strateg…

Welcome to episode 110. This episode is for you if you're an agency owner either interested in buying agencies to grow, or selling your agency at some point. It's also enlightening if you work in an agency and you want to understand the process of mergers and acquisitions. Jonathan Baker, Practice Lead in M&A at Punctuation joins me and shares a lo…

Welcome to episode 109. My guest is Michael Farmer, a management consultant who has been looking at the agency business model for over 30 years. He's identified three burning issues for creative agencies. 1. Work is increasing in volume and yet agencies fees are declining. But because agencies aren't measuring scopes of work, they don't often reali…

Welcome to episode 108. Are you struggling to manage a remote agency team? If so, you're going to get a lot of value from my conversation with Gustavo Razzetti, CEO of Fearless Culture and author of ‘Remote, Not Distant’. He shared some very thought-provoking insights for agency leaders and agency teams, including · how remote working is only ampli…

Welcome to episode 107. If you’ve ever wondered if you’re pricing your services in the right way, this one is for you. Alfie Wenegieme, Managing Partner at Cactus, joins me and he shares: 1. Why agencies don’t lose pitches on price alone 2. How agencies price to ensure a healthy profit margin 3. Typical mistakes agencies make when pricing 4. And so…

Welcome to episode 106. If you’d like to know how one agency has been using AI since 2011 to predict the future for their clients, this chat will be interesting for you. It will also be insightful if you’re curious how the agency works with their global CPG and FMCG brands. ‌Nik Pearmine, Chief Strategy Officer at Black Swan Data, and I cover a ran…

Welcome to episode 105, I have invited two of my most popular podcast guests back for a second time, sales trainer legends; Marcus Cauchi and Benjamin Dennehey. ‌Both have been sales trainers for years and have worked with many agencies and tech companies. They shared some golden nuggets to help you with selling your agency’s services. ‌I had to th…

Welcome to episode 104. In this episode, I talk all things agency project management with Joanne Reid, Managing Partner for delivery at Cactus. We cover: - the challenges agencies face with project management - how Joanne assesses how well an agency's project management is working - how project management differs from account management and why she…

Welcome to episode 103. This episode will be particularly relevant to agency owners who want to become less hands-on in their agency and just step away from the day to day operations. I'm chatting to Karl Sakas, an agency growth consultant in the US and author of several books, the latest of which is called Work Less and Earn More a Practical Guide…

Welcome to the final episode in my mini series of five bonus podcast episodes created to show you how to build an entrepreneurial mindset in your agency account managers. In this episode, I share the key things you need to do to get your account managers adding value from day one and reduce churn. And this comes back to many of the things we've dis…

Welcome to number 4 in my mini series of five bonus podcast episodes created to show you how to build an entrepreneurial mindset in your agency account managers. Why do so many account managers miss out on new account growth opportunities in client meetings? Often it's because they haven't asked the right questions. Or maybe they've asked some of t…

Welcome to number 3 in my mini series of five bonus podcast episodes created to show you how to build an entrepreneurial mindset in your agency account managers. Agency owners often tell me they wish their account managers were more confident in client meetings, including being confident enough to suggest new ideas for new projects. But, as with ev…

Welcome to number 2 in my mini series of five bonus podcast episodes created to show you how to build an entrepreneurial mindset in your agency account managers. In this episode we're looking at how to raise the value of account managers by taking them from an 'order-taker' to a trusted advisor. You can't just expect clients to treat your account m…

Welcome to the first in a series of five bonus podcast episodes. I've created this podcast mini series to show you how you can develop an entrepreneurial mindset in your agency account managers, so they can: - help increase the lifetime value of clients - generate more referrals - help you maintain a healthy sales pipeline In this first short episo…

Welcome to episode 97. My first ever podcast was with Kate Whittaker, head of corporate communications at DUAL Group, so working on the client side. During that episode she was explaining the exceptional agency who worked with her, particularly about their excellent client service, but also how they really understand her and her business. So for th…

Welcome to Episode 96. My guest is David Meikle, the author of ‘Tuning Up’, a book about improving performance and reducing stress in advertising and marketing. This chat will be particularly interesting for you if you're finding the pressure and stress of working in an agency unmanageable, or you're responsible for creating positive agency environ…

Welcome to Episode 95. This episode is particularly relevant for you if you’re responsible for agency new business. I'm joined by Benjamin Dennehy, UK's Most Hated Sales Trainer, and I hope by the end of listening to our chat it might just change your thinking about how you currently qualify prospects and sell your agency’s services, , particularly…

This episode is for agency leaders who are supporting their account manager to grow the existing client business. I’m going to share tips for ensuring the agency leadership team are providing the right level of support to their account management team in three key areas; 1. Providing the commercial context 2. Internal processes 3. Relationship risk…

Welcome to episode 93. If you’re working in creative agency account management you know how essential it is to have a positive relationship with your creative director built on trust. I asked Creative Director, Joey Tackett, to join me and discuss what’s most important to him about working with account managers so we can see account management thro…

Welcome to episode 92. This episode is for you if you’re curious to know how an SEO strategy agency is using AI tools to reduce the amount of repetitive, tedious tasks and free up the team to work on more of the strategic thinking for their clients. Dale Bertrand, Founder and President of Fire&Spark shares with me: • How AI tools have reduced his t…

Welcome to Episode 91. This episode is for you if you're interested in how the AI landscape is changing for agencies and what you need to know from a legal perspective about your use of AI. I chatted with Sharon Toerek, Founder and Owner of Legal + Creative| Toerek Law. The topics that we covered include: - the ownership of the outputs - potential …

Welcome to episode 90, which is for you if you’d like to know what a non-billable CSD does in an agency. Luke Bowler from Therefore Interactive joined me and he shares: · How he went from studying to be a designer to moving to the account management role · Why his CSD role is non-billable and how he decides where best to spend his time · How he int…

Welcome to episode 89. This episode is for you if you're curious to understand what a senior account director does in a brand strategy agency. I chat to Andy Kaye, senior account directory at Mr B & Friends and we discuss: - the importance of being proactive with clients and staying informed about industry trends - share tips on staying up to date …

Welcome to Episode 88. My guest is Rob Da Costa, an agency growth consultant from Da Costa Coaching. We discuss a myriad of topics, including: - the process for hiring the right account manager at your agency - examples of how to set client expectations and boundaries - why having a written scope of work is key to successful project delivery - and …

Welcome to episode 87. In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. Mike and I discuss: - the common mistakes agencies make when negotiating with procurement - what procurement looks for when selecting an agency - and why they are inter…

Welcome to episode 86, where I'm joined by Konrad Sanders, CEO of The Creative Copywriter agency, to discuss the impact of generative AI on copywriting. In this episode, we covered: - How Konrad's team is adopting AI tools and the most useful tools they've found. - The limitations of AI-written copy and what clients are saying about AI. - Advice on…

Welcome to episode 85. This episode is for you if you're interested in understanding how a project management team and an account management team work together in an internal communications agency. Sara and Lindsay are heads of department at US-based Brilliant Ink. They joined me to talk through their years of experience running this model. This ep…

Welcome to Episode 84. If you're interested in the fast-changing world of generative AI, and how clients and agencies are using it, then you will love this conversation. Roy Murphy is the founder of Synthetic, an agency specialising in emerging technologies. Roy shares with me: - the main pain points that generative AI is solving for clients, and h…

Welcome to Episode 83. On this episode, we're talking about the split between the agency Account Manager and the agency Project Manager role, with Kate Vines and Kio Aghoghogbe from Hallam. This is going to be particularly interesting for you if you're working in an agency with a hybrid account management role, you're doing both sides of the role c…

Welcome to Episode 82. Emerging technologies like AI are taking the world by storm at the moment with the likes of Microsoft's Chat GPT, for example, and today's guest, Soumya Mohan, is the Co-founder of Poised, an AI-driven app that I've been using for a couple of months now. I believe it's pretty game changing for account managers to help them co…

Welcome to Episode 81. This episode is for you if you're looking for inspiration on how to enhance your clients' experience and lead them into the future. Katherine Strachan is the founder of Copy House, an award winning B2B content marketing agency for fast growing FinTech and Tech brands. In 2020, Kathryn was a freelance copywriter and just three…

Welcome to Episode 80. My guest is Mark Sainthill, an agency M&A expert. If you're an agency owner, you're thinking about selling either now or at some point in the future, Mark talked about the main things you need to consider if you want to sell and why market conditions and timing are really key. He also talked about what's most attractive to a …

Welcome to Episode 79. We're talking about personal branding, what it is, what it's not, and why my guest thinks many people are approaching it in the wrong way. Who better to talk about this topic than the founder of personal branding agency Great Influence, Ash Jones. Ash is the person who started working with Steven Bartlett on his personal bran…

Welcome to Episode 78. Today's episode is for you if you're an agency owner, busy running an agency, but also facing challenge or adversity in your private life. Rebecca McIntyre-Smith is director of digital agency Primate, and founder of the Lemur Foundation. She has a remarkably touching story of tragedy, adversity and resilience. She also shares…

Welcome to Episode 77. On this episode, I chat to Dan Archer, a marketing expert for agencies. This episode is packed full of practical tips to help you with your own agency's marketing. Dan shares with me: - the biggest challenges facing agencies when it comes to marketing their services - practical and actionable advice for how to approach it - w…

Welcome to Episode 76. This is part two of a two part episode about raising your account management game. If you haven't listened to part one, I'd recommend you go back and give it a listen, it's episode 74. This two part series is relevant for you if you're in a more senior account manager role, and you want to either be promoted to account direct…

Welcome to Episode 75 with my guest Beth Sharma, Client Services Director at Hallam. This episode is for you if you're interested in any of the following three areas: You'd like to know what the Client Services Director does in an award-winning digital marketing agency. You'd like some tips on how to get more client recommendations. What it means f…

Welcome to Episode 74. I get to speak to a lot of account managers who work in creative agencies. And I get a lot of questions about how they can progress their career, how they can be better at the account management role, and some of the key things that are most important when it comes to being more efficient and more effective in the role. And I…

Welcome to Episode 73. Are you asking your client for referrals to get more business, or does the very thought of it make you feel uncomfortable or awkward? If it does, you're definitely not alone. And you're also in for a treat because my guest, Stacey Brown Randall, will be providing guidance on how to get referrals without asking. Stacey has bee…

Welcome to Episode 72. This chat is packed full of tips for how to be successful in the agency account management role as you transition through the levels, to become a Client Services team leader. Vicky Janaway joins me from The Gate agency and she shares with me: what her role entails as client relationship lead what it takes to be an excellent a…

Welcome to Episode 71. I invited Ryan Lisk, Founder of Hybrid Legal, to talk about why it's important to cover yourself legally when growing an agency. We chatted about: some of the risks agencies take by not having the right contracts in place the different legal areas agencies need to pay attention to at every stage of their growth and he also sh…

Welcome to Episode 70. Have you ever experienced feelings of anxiety, overwhelm, or even burnout in your agency job? We all know that working in an agency can be fun and rewarding. But it's also really fast paced. Many account managers are juggling lots of different client relationships, multiple projects, and reacting to the inevitable unexpected …

Welcome to episode 69, with agency profitability expert, Marcel Petitpas in which we talk about the agency account manager's role in making sure projects are delivered profitably in a creative agency. https://ca.linkedin.com/in/marcelpetitpas He shared: - the most common reasons agencies are unprofitable - some examples of where agencies can tighte…

Welcome to Episode 68. This is a shorter, solo episode in which I talk about growing your existing accounts. There's been a lot of talk about the coming recession. If so, how do we prepare for it? Mark Ritson has written about this in Marketing Week, and The Drum have been talking about how agencies can prepare for it. For agencies, it will be even…

Welcome to episode 67. You're in for a treat as I chatted to a very experienced marketer, Gareth Turner, who's been an agency client for much of his career. He shares his own experience of being on the client side. He has also carried out a study of the best and worst client-agency relationships, and how to improve them, and he's published the resu…

Welcome to Episode 66. We’re talking about diversity and inclusion in creative agencies with DE&I expert, Tutu Popoola, Lead HR Consultant and Managing Director at Sleek HR. She shares so many tips and advice and insight into how agency leaders are navigating their way through the topic in their agencies. If you're an agency leader, she shares: · t…

Welcome to Episode 65. This episode will appeal to two types of people. 1) If you're already working in agency account management, but you're super ambitious, and you just want to see where your account management skills can take you in your career, or 2) you're an agency owner, and you want to scale your business Today's guest is Danny Turnbull. D…

Welcome to episode 64. Nicky Parker, founder of Bang Consulting, helps companies make sure their marketing is fit for purpose so she's very familiar with the realities of what our marketing clients do on a day to day basis and the challenges they face. In this podcast, Nicky shares: - Why agencies shouldn't be putting technical people in charge of …

Welcome to Episode 63. A few months ago, I was invited to chat to Kap Chatfield from Rveal media about my podcast. During that interview, he grilled me not only about why I have the podcast, but he also asked me to share some tips for how to retain and grow client business. I thought it might be valuable to share the interview with you, if you have…

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