Recent Additions
Propulsion Blog: Why agency revenues are headed in the wrong direction
May 20, 2013 | Author: Tim Williams
A look at advertising agency industry financials shows that both income and profit has been steadily declining for at least the past two decades. Some studies show up to a 40% reduction in total agency compensation. Hardest hit are the media agencies, whose margins get thinner every year as a result of cost-based compensation agreements that get negotiated downward with...
Propulsion Blog: What is your value proposition?
May 13, 2013 | Author: Tim Williams
If you’re like a lot of business executives, you may be concerned that you haven’t adequately defined your “mission” or “vision.” These often feel like buzzwords, and that offsite planning sessions that seek to define them often end in a bland statements that reflect more compromise than courage. A well-defined mission or vision can be of immense value to an...
Propulsion Blog: Agency new business as “pull” instead of “push”
May 6, 2013 | Author: Tim Williams
From every corner of the world, agency executives are reporting the same trends in new business. It’s more challenging than ever to get the attention of a promising new business prospect. All of the factors that make it more difficult to get a consumer’s attention come into play in trying to get a prospect’s attention. People simply have more ways...
Propulsion Blog: Why you should fire your low-value clients
May 2, 2013 | Author: Tim Williams
My colleague Ron Baker has coined what has come to be known in professional service circles as “Baker’s Law”: Bad clients drive out good clients. What is a “bad client?” A bad client is a low-value client; they don’t add any value to the agency’s bottom line, professional satisfaction, or reputation. For starters, low value clients are unprofitable. There is...
Propulsion Blog: Looking for value in all the wrong places
April 22, 2013 | Author: Tim Williams
Agencies want to capture more of the value they create for their clients; in other words, earn more for what they do. The important first step is to understand the nature of value, including how, when, and where value is created. Value is created outside, not inside The truth is, almost all agencies are looking in the wrong place for...
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