How Can Agencies Attract the Best Talent?

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I know all about talent. How to be surrounded by the best, the smartest. The ones that make you feel dumb and inspire you to strive to be better. You can fill in your rest.

I often sat in my new office chair at an agency looking out at the view from a skyscraper or office tower when I was hired at a great shop or transferred to another office within the network. I had a smile on my face just with the achievement of being hired.

Often the Principal of the firm would take the time and stop by unannounced in my office the first few days after I started.

They were polite and smiled and basically told me you are lucky to work here and implied through unsaid words that I should make sure I didn’t screw it up. I didn’t forget that lesson. Then the agency continued to train me. Continue reading

My Network Doesn’t Know Me.

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Yes You Don’t Know Me. Painful.

I went to a networking event where I have spoken before. Around the time the iPhone was launched in 2007. Ancient history.

I didn’t know as many people as I thought I would.

None of the regulars came up to me and said “Hi Hank, how are you.” No strangers came up to me and said “I’ve heard of you.” I was alone in a crowd.

I suddenly recognized that I was a stranger at this event because I hadn’t been there in a while. Continue reading

What Wins New Business?

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Knowledge.

The more you know the more often you will win.

Knowledge is not information. Knowledge is insight into client’s pains, knowledge about key decision makers, who controls the budget, what has failed in the past and other key nuggets that can control the outcome of the pitch.

The more you know the more it will show.

I know from my experience conducting agency searches for companies from Jenny Craig to Toyo Tires that slivers separate agencies in the end and knowledge can make the crucial difference that will get you the call that you want to receive.

Most agencies are very smart. The only area that most agencies aren’t smart about is how they market themselves. Continue reading

It’s Time to Get Some New Business.

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Hey the New Year has started. It’s time to get some New Business.

Everyone is jacked up. It’s that time of the Year.

Smart New Business folks would have lined up January meetings in December. Their calendars are full with what they want to achieve versus random outreaches to strangers.

I got an email from a stranger on 1/6 at nine in the morning.

He shared his name and offered to be my preferred web development company. He would be happy to offer advice on my site. My site is not as important as my content these days.

He would love the possibility of helping each other out, but I didn’t feel much of what’s in it for me in his email. Then again he wasn’t thinking of me when he crafted it because he doesn’t even know me. He was thinking of his own needs. Continue reading