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Client Negotiation: A Lesson From Steve Jobs
What is at the heart of any negotiation? Two people trying to find a way to do business together. But how well equipped are agencies to negotiate in order to […]
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How To Lose A Prospect You’ve Won
The pitch went like clockwork, the prospect was ready to go, and the only thing standing in the way was “how much?” Then everything went south, fast. The agency president, […]
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Transform Your Account Management Team
Account management is a lot more complicated these days. Clients no longer accept the old standard agency formulas on overhead, hourly charges, and set staffing arrangements. The Achilles’ heel of […]
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Client Negotiation: How to Avoid Discounting Your Services
The ad industry isn’t a discounted industry, thank goodness. At least not yet. But it is a negotiated industry where we should expect to negotiate over the prices of goods […]
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New Business | Client Service: Keys to Successful Negotiation
Every person in advertising, like every fisherman, has a story about “the one that got away,” the perfect client that was a great fit, or the one that was “this […]
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Account Management – Road Kill in a Fee-based, Project-based Economy
More and more agencies are finding that account management is misunderstood, under appreciated and maybe misbranded. Agencies have had to find new ways to cope with the demands of a […]
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