July 10, 2013 | Author: Tim Williams
As agencies become more and more convinced that they should be selling their services based on value instead of costs, they need to learn a new set of skills to help sell the concept of value and get a better price for what they do.
Here are seven key behaviors of agencies that do this...
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...
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...
October 12, 2012 | Author: Tim Williams
Would a prospective client travel 1,000 miles to do business with your firm? That’s one of the litmus tests of a strong agency positioning strategy. Unless you’re satisfied attracting local business from the local market (and some agencies are), you should devote some thought to how you can...
October 1, 2012 | Author: Ignition
Guest post by David Wethey
Anyone observing the agency/client relationship over the past few years (especially long-term residents of the global jungle like me) would have to be struck by three phenomena – none of them particularly encouraging:
The balance of the relationship has become...
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