The agency of the future – Long live the past
The advertising industry and agencies as their most visible proponents have thrived on the growth of…
Perception vs reality; do you know or do you think you know?
In 20 years of assessing buyer-supplier business relationships, one of the constant themes we have…
Electronic communication doesn’t build sustainable relationships
The most successful client relationship managers have one key skill in common: a commitment to spending…
Ten guaranteed ways to lose a pitch
“Winning a pitch takes a lot of time and effort. Unfortunately, some suppliers seem to go…
Working with clients: “it’s not just what you do; it’s the way that you do it”
Service providers should be quick to adapt their way of working according to client needs. Flexible…
Is your senior team ever enough to win a pitch by themselves?
Over the last few weeks I’ve been working on a number of reviews of pitches and tenders…
Brands need a higher purpose [Trends 2015]
“Today consumers want meaning and value.” Everyone is looking for meaning and fulfilment. Today, consumers want meaning…
It’s what you don’t know that gets you fired
In this article, I want to introduce you to a new concept called Relationship Risk Management. The…
Building Strong Client-Agency Relationships
Judy Neer, CEO of the Pile Group, recently asked in AdAge why an industry founded on…
Supplier Relationship Management – A series of short discussions
Managing supplier relationships to manage risk How seriously does your organisation take supplier relationship management (SRM)?…
It’s all about speed
When I first started in the agency business 90% of all meetings took place at the agency…
What businesses can learn from Steven Spielberg
One of the most fundamental insights that we have gained in auditing relationships between clients and…