• Where: In person/online
• Frequency: Series of working sessions including a briefing, auditing, healthcheck and follow up
• Duration: In-person all day workshop with pre and post sessions
  
• Type of participants:  Single agency
• Experience level of participants: Senior
• No. of participants: 6-10
• Price: GBP£ 8,000 + VAT

what will you learn

Camilla Honey

testimonials

Dom Robertson, Managing Director, RPM
“Having carefully aligned our business objectives with our professional development requirements, I truly believe our jfdi Academy will have a significant and positive impact upon our ongoing success. Our people came back believing it had been one of the most focused, informative and actionable courses we have ever offered.”

Jason De Winne, General Manager, ICLP
“The New Business Academy allowed us to hit the reset button and we’re now feeling energised with a renewed sense of confidence. Camilla’s experience and expertise was invaluable during the course of the day. Together we developed a new business and marketing strategy which we feel sure will help deliver our revenue targets. Highly recommended.”

Kate Whelan, CEO, Notch
“Mark provided an excellent, engaging and motivating full-day workshop for our senior team. We left feeling inspired to put into practice a robust strategy and tangible plan.
More importantly we were aligned as a team on how and when to move forwards. We’re confident we will get the results we want without wasting valuable time.
He took the time to thoroughly understand our business and team, and tailored the workshop content perfectly for the participants.
I definitely recommend the jfdi New Business Academy to any agency, no matter the size or point in your business journey!”

See all jfdi testimonials here …  https://jfdi.uk.com/testimonials

other programmes offered by this provider

please note

For any programs delivered in person, the provider’s travel and other ‘out of pocket’ costs will be additional to the program fee and will be advised by the program provider in advance, depending on time and distances involved. This will not apply to online programs.

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• Where: Online
• Frequency: Series
• Duration: 1 hour
• Type of participants:  Single agency or multiple agencies together
• Experience level of participants: All experience levels welcome
• No. of participants: 10-15
• Price: USD $ 1,500

what will you learn

The Money Wheel® focuses on the numerous pricing models used by agencies around the world.

Curated for all types of agencies providing an introduction to how we price our services, via a variety of compensation pricing models.

Your pricing policy outlines how your agency will be compensated.

Successful agencies have clear guidelines which explain how they set their prices, and their staff are aligned and easily able to articulate them.

It should however be noted that there is no law, nor ethical imperative that says you must charge two clients the exact same amount for the same type of service/deliverable. Because: your service delivery is rarely identical each time, and the value perceived by respective clients will always be different.

The Money Wheel® starts with a debate about hourly rates, followed by project versus retainer price differentiators, markups and margins, through to concept fees for intellectual property, and a number of other models.

Every client is different, and similar to creating bespoke proposals, creating a fair and equitable remuneration agreement which suits your client will form the basis of a long and mutually rewarding business partnership.

who should attend

Katheryn Williams

Kathryn is the go-to finance authority for peak industry bodies and creative agencies.

An international financial and business consultant, mentor, workshop facilitator Master of Ceremonies and keynote speaker – Kathryn liaises closely with industry councils, as an Advertising and Design Effectiveness judge, benchmark studies consultant and results presenter.

Whilst working in the field globally with a multitude of agencies, Kathryn has deep expertise as to how the industry is really performing, accumulating a volume of experiences.

Kathryn delivers evidence-based, academically-rooted, value based pricing and core agency financial education through her signature keynotes, workshops, online courses, local and international conference sessions – including: The Money Wheel®; Show Me The Money® and How To Sell Your Ideas™ .

Fascinated by the rise of the knowledge economy, and the value of ideas in the creative sector – Kathryn is pioneering in the field of intellectual property and intangible assets, her global research has led her to complete the Harvard University Intellectual Property course, and author How To Sell Your Ideas™

Kathryn is an articulate and vibrant speaker passionate about the commercialisation of creative ideas, her audience leave feeling inspired, enlightened and enabled to commercialise valuable teachings and techniques.

testimonials

Really enjoyed Kathryn’s session and discovered “nuggets of gold” that would be immediately implemented in the business. I’m looking forward to working with Kathryn in the future – Managing Director, Advertising Agency

Kathryn’s workshop was a fantastic event. I never thought I’d enjoy 4 hours of talking about finance so much! – Director of Operations & Brand Management, Creative Agency

I caught up with my team after one of Kathryn’s workshops and the feedback was overwhelmingly positive…to the point where one Account Manager confessed to a business crush on her! We have since implemented a number of Kathryn’s recommendations, and hopefully we’ll be seeing the benefits in no time – Managing Director, Marketing Agency

Kathryn got my team thinking about the business of advertising, not just getting the work done – outstanding! – Managing Director, Advertising Agency

I have always found finance confusing, but “Show Me The Money” has made it all very clear and straightforward – Account Manager, Public Relations Agency

Kathryn’s workshop provided us practical industry intelligence that improved our bottom line. Her financial expertise provided answers to our questions and input on our strategic view of the financial management of the agency – General Manager, Advertising Agency

other programmes offered by this provider

Show Me The Money®
The Value Pricing Wheel®
Sell Your Ideas™
Profit Guaranteed Budgets
Rate Card – composition and negotiation strategies

please note

For any programs delivered in person, the provider’s travel and other ‘out of pocket’ costs will be additional to the program fee and will be advised by the program provider in advance, depending on time and distances involved. This will not apply to online programs.

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Where: online or in person
Frequency: single session
Duration: 2.5 hours
Type of participants: Single agency, single agency plus clients or multiple agencies together
Experience level of participants: All experience levels welcome
Price: USD$ 1,500

what will you learn

There is no doubt that podcasting is in the ascendancy, and as an agency, you may already be producing a series of you own, are at the early stages of planning one, or perhaps haven’t even considered it.

Either way, we hope this session will get you to look at B2B podcasting in a different light.

Some agencies may launch a podcast to raise the profile of their Founder, CEO or the wider team. Alternatively, it could be used to support a PR campaign of your own or your clients, add value to an existing sponsorship of an event you are attending, or bring a report, white paper or e-book to life. But crucially, it can also directly add to your bottom line.

Russell talks from experience. It’s how he has won global clients of his own, and how he effectively works for agency clients and brands too.

This session will look at measuring the success of your podcast, not from how many plays or subscribers you have, or whether you get listed on Apple’s podcast chart, but instead, by the relationships you build at c-level from companies you want to engage with and the new business you generate by using podcasting as an effective account-based marketing tool.

This is not a session on teaching you how to produce a podcast, but instead, how to ensure you are aligning the podcast to your business objectives. Russell will therefore share some information on who is listening, when and for how long, and talk through the various formats you can consider, but most importantly, he will share case studies of how podcasting can be used to engage with the c-suite and generate new business opportunities.

who should attend

Russel Goldsmith

Russell Goldsmith is Founder of Audere Communications. Audere’s focus is on producing high-quality, targeted podcasts for B2B communications. Russell also presents the award winning c-suite podcast where he has recorded over 180 episodes, capturing conversations with an incredibly broad range of leaders and thinkers in industry. Current clients include SAP, Freshfields, London Stock Exchange Group, Merck and Octopus Energy amongst others. Russell also runs workshops on a number of aspects about creating engaging audio and video content and is a PRCA approved trainer.

testimonials

“It’s been an absolute pleasure to work with Audere at two events, where we partnered with their c-suite podcast, recording the show on our booth at Money20/20 Europe, Amsterdam and then again at Money20/20 USA in Las Vegas. Ahead of both events, we highlighted the keynote speakers and senior executives who were attending the conferences, that we were keen to engage with. Audere then set about inviting them to record an interview for the podcast. The activity generated huge buzz and excitement on our booth, enhancing our presence there, created fantastic podcast and video content for social media, and crucially set up opportunities with prospects and potential partners for our team to follow up on post event. Audere were very professional to work with and in fact, over serviced on what was promised in the original proposal and I’d highly recommend them to help add value to your investment at an event that you are exhibiting at or sponsoring.”

Miranda McLean
Global Head of Executive Communications and ESG, Banking Circle Group

please note

For any programs delivered in person, the provider’s travel and other ‘out of pocket’ costs will be additional to the program fee and will be advised by the program provider in advance, depending on time and distances involved. This will not apply to online programs.

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Where: Online
Frequency: Single session
Duration: 2 hours
Type of participants: Single agency
Experience level of of participants: All levels together
No. of participants: 12
Price: USD$ 1,500

“Why do consulting firms earn higher profit margins that agencies? A major part of the answer is that they are better prepared for the inevitable negotiations with Procurement. Your clients may spend months preparing for these meetings, whereas agencies often have just a few days, especially if the negotiation comes after you just won a pitch.

But the skills the consulting forms – and your clients – have, are ones which your agency can learn too.

We are amazingly luck to have Tina in our program line-up. She practically invented the discipline of marketing procurement, working first for some of the UK’s biggest corporate, clients and then in senior roles for large networkone agencies. Now she offers her expertise as an independent – working with both sides! Although not at the same time, of course. Make sure she is on your side, the cost will pay for itself many times over.”

what will you learn

In this session, we will delve into the complex and ever-evolving world of marketing procurement, shedding light on key aspects that help bridge the gap between your agency and marketing procurement professionals.

From this session you will gain a comprehensive understanding of marketing procurement, from the agency marketplace to its pivotal role in the pitch process and beyond. These insights will hopefully empower you to navigate the complex world of marketing procurement more effectively, fostering better collaboration and achieving greater success in your marketing endeavours.

Program content:

1. Understand the current agency marketplace
2. Procurement’s roles and responsibilities
3. Key issues/topics for Procurement in dealing with internal stakeholders & agencies
4. Key issues/topics for Procurement in dealing with agencies
5. The pitch process and what role does Procurement play
6. How best to engage with Procurement before and after a pitch

who should attend
New Business. Agency Owners. Senior Management. Finance. Account Management.

Tina Fegent

Tina was one of the first to work in Marketing Procurement 30 years ago. She established many of the 1st Marketing Procurement teams in the UK for Cellnet (Telefonica), SB (GSK) and Orange & France Telecom. From Lucozade Sports bottles to Orange Arrows Formula One Racing, there isn’t a category of marketing that she hasn’t procured.

After spending 3 years working on the other side of the fence as a Commercial Director for London advertising agencies – Grey and Lowe, in 2006 she set up Tina Fegent Consulting to offer a Marketing Procurement Consultancy service to clients.

Clients have included Ferrero, innocent, Primark, Lidl, PepsiCo, Scholl, SSE, Georgia-Pacific and Hovis.

She works at a strategic level to help identify what is required to make marketing procurement a success in an organisation. She is a mentor to many in the industry and recently appointed as a NED to a social agency in London. She chairs the Procurement Body’s Group on Marketing Procurement and does a lot of pro bono activity with both CAN and Creative Equals Business.

testimonials

“Tina is friendly, collaborative, and an excellent listener. She really took the time to understand the challenges we faced as an internal creative team and helped to lead us through a successful pitch process to ensure we’ve got the right long-term agency partner. She knows EVERYONE and her network of connections in the industry allows her to efficiently navigate the market and negotiate great contracts. Her ability to collaborate and willingness to go the extra mile makes her an absolute joy to work with.”
Carol Feeley – ECD @ innocent drinks

“Tina worked with Scholl on our creative pitch for UK, Europe and Asia. She was excellent for us in giving insight into different agencies and their models, but equally as good at working with agencies to understand costs and flag up any potential issues in RFIs so they could make adjustments to keep them on track. I really value Tina’s unique expertise in both managing the process and being all over the detail with costs. With a keen wit and eye for moments to lighten the mood, she is also immensely fun to work with!”
Adrian Mooney CMO, Scholl

other programmes offered by this provider
A defined consulting offer, to kick in when an agency has been shortlisted in a pitch and knows it needs to negotiate terms with procurement.

please note

For any programs delivered in person, the provider’s travel and other ‘out of pocket’ costs will be additional to the program fee and will be advised by the program provider in advance, depending on time and distances involved. This will not apply to online programs.

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Where: in person or online

Frequency: series

Duration: online: 1 hour for each session. in person: full-day workshop

Type of participants:  Single agency or multiple agencies together

Experience level of participants: Senior and CEO/Owner

No. of participants: 2-10

Price: USD$ 5,000

“When we first met Michael Gass, he told us a story. Of how he had wanted to go to big international conference, but had neither the time nor the money to attend. So instead, he “followed” the three day conference on social media, and posted about what had most struck him about other people’s comments.

On day three, the conference organisers called him. Could he come down to their newsroom? Because his comments were the best and the most perceptive. But he was five hundred miles away, in Atlanta..

Michael may not tell you this story. Instead, he’ll use a suite of practical tools to help your team lay out and implement probably the most effective new business program you’ve ever had. But underneath, is the same theme: it’s not about how much you produce, or how far you travel, or how hard you work: it’s about whether you are more efficient, better organised and smarter than your competitors.”

what will you learn

The benefits of Michael Gass’ approach:

It solves the problem of positioning and differentiating your agency without the pain and risk.

A new business program that is easier and more consistent to maintain.

It provides quick steps to jump-start your agency’s online footprint to be found by your best prospects and allows you to be in a position to create leads in as little as 30 days.

Easily maintain awareness 24/7 without having to rely on interruptive type tactics such as cold calls and email blasts.

It Begins with a New Business Workshop

This one-day workshop is designed to help agencies “jump-start” an inbound new business program. It is key in getting everyone on the “same page” and moving the program forward in a timely manner.

The first portion of the day is spent with an overview of the strategy, tactics and tools to create your inbound new business program.

The second portion of the day is focused on your agency’s positioning, your best way to go to market.

90 Days of New Business Consultation

I will assist in implementing your program. I serve as your coach and trainer to help your agency get up to speed as quickly as possible.

Consulting services include:

An assessment of your current new business program and provide recommendations.

Creation of an integrated plan for new business with an emphasis on inbound marketing.

Personally oversee and manage the 90 day implementation period.

Unlimited consultation, training and coaching via Skype and Go-to-Meeting, by phone and email for your entire new business team.

Assist in acquiring a targeted new business data base.

Training and tutorials for the various tools that will support the new business effort, tools that can also be used for your agency’s clients.
Help the team to assimilate the best practices for using social media for new business.

Advice on creating benchmarks, metrics and reporting to revise and adjust the new business program in the future.

Available to periodically review your program and make recommendations at no extra cost for a period of six months.

who should attend

Michael Gass

Michael Gass is the founder of Fuel Lines Business Development, LLC, a firm which provides business development resources, training and consulting services to advertising, digital, media and PR agencies.

He is the author of Fuel Lines: Fueling Ad Agency New Business. It has been rated among the top 100 marketing blogs in the world, according to Ad Age’s Power 150.

Since 2007, Michael has helped pioneer the use of social media, inbound and content marketing strategies specifically for agency new business.

Michael has originated a system that makes targeting, positioning and differentiation easier and helps agencies to find, attract and engage their best prospects online. He has trained over 350 agency CEOs and their senior management teams in all 50 states here in the U.S. and agencies in over 21 foreign countries.

“Michael Gass is one of the country’s foremost authorities on using social media. We’ve hired Michael to run his seminar in various cities and his evaluations from the seminar participants have been extremely high. I’ve had the pleasure of sitting in on one of his seminars and aside from being knowledgeable, he is a dynamic presenter. He comes highly recommended.” Bob Linden, 4A’s Vice President of Training, Education and Development

Along with providing consulting services and training for individual agencies, Michael also speaks at events and conducts training for agency groups such as the 4A’s, Mirren New Business, TAAN, The Magnet Global Network, MCAN, DMA and the American Advertising Federation. He delivers more than 40 presentations each year.

testimonials

The Barkley Agency Finds A Niche Marketing to Millennials

“Michael is an expert at connecting your business strategy to your blogging and online engagement efforts. Michael knows how to listen and create actionable ideas to impact your lead generation efforts as well as position you as an expert.” Jeff Fromme, Principal, Barkley, Kansas City, MO

She-conomy: A Guy’s Guide to Marketing to Women

Stephanie Holland is President and Executive Creative Director for Holland + Holland Advertising,Birmingham, Alabama. Working in an industry that is dominated by men, she is one of only 3% of the female creative directors in the country. That’s an astounding statistic given that 85% of all brand purchases are made by women.

Stephanie has found new business success by creating a position of expertise on marketing to women. Her primary target audience is male advertisers.

“I was very fortunate for the opportunity to participate in creating one of the sales training modules titled, “Demystifying the Female Market,” for the launch of the 2012 911 Carrera S. With more than 200 dealers across the nation on board to better understand the female consumer, Porsche® is most likely going to continue to speed past the competition when connecting with women.” – Stephanie Holland

other programmes offered by this provider

please note

For any programs delivered in person, the provider’s travel and other ‘out of pocket’ costs will be additional to the program fee and will be advised by the program provider in advance, depending on time and distances involved. This will not apply to online programs.

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Where: In person

Frequency: Series

Duration: A six to 12 month programme consisting of 2 hours per week of engagement.

Type of participants:  Single agency

Experience level of participants: CEO/Owner

No. of participants: n/a

Price: GBP £5,000 for initial phase, including Impact Assessment Review

“The biggest challenge that most agencies face today, is attracting, motivating and retaining talent. Paying more than the competition is not the answer. It’s about creating a company culture where people are proud to work, want to stay and want to contribute.

Today, most people – and especially younger people – care deeply about the ethics of their company. They don’t want green-washing, they want firm evidence and objective metrics to see that their company cares about society and the environment. And don’t you also feel that way?

That’s why a rapidly growing number of agencies are becoming B Corps. But becoming a B Corp is not for everyone. It requires time, financial investment and sacrifices. This program will first help you decide whether it’s something you really want for your company – and if it is, will accompany you on the journey.”

what will you learn

B-Better by Actus is a comprehensive business improvement program designed to guide you through the journey of becoming a certified B Corporation. This program is tailored for organisations striving to be more than just profit-driven, aiming to harness the power of business for societal and environmental good.

Our approach is holistic and step-by-step. We start by helping you measure and understand your current impact on governance, society, and the environment. This understanding forms the foundation for significant, targeted improvements. Our partnership focuses on:

1. Assessing Your Impact Baseline: We’ll measure your current impact on the planet and stakeholders to establish a clear starting point.
2. Navigating B Corp Certification: You’ll learn about the B Corp Certification requirements and understand the necessary changes for a successful application.
3. Operational and Practical Guidance: Our team provides tailored advice to help you reduce your carbon footprint, engage effectively with your workforce and community, and implement operational changes.
4. Strategic Alignment and Roadmap Setting: We align your team with the program’s goals and set a clear, achievable roadmap for business transformation.

Our goal is not just to help you achieve B Corp certification within 6-12 months but also to foster a more purpose-driven business model that creates value for all stakeholders.

Join this transformative journey towards sustainability, social responsibility, and becoming a force for good in the business world.

who should attend?

Dan Egerton

Dan has a clear and straightforward aim: to create more opportunities for his clients and increase their long-term value. To achieve this, he provides a clear understanding of the current status of the business, a focus on the strategic direction and offering support around operational change. Importantly, all his work is driven by improving the way teams work together and creating a high performing team to deliver the strategic plans.

He has worked with over 100 companies as well as setting up and running businesses. Having worked extensively across many sectors including Property, Marketing, Communications and Technology sectors, he knows how to break down barriers to business’ growth and profitability.

Dan takes a very hands-on approach with all his clients, working closely with the senior management team to transform the business. He spent seven years working in the consultancy practice of a boutique investment bank. He started his career at PwC, and previously worked at BakerTilly.

Genevieve Lawrence

Genevieve has been working within the certified B Corp community for over eight years. Her experience is centered around creating impact programs that help businesses realise their potential in being purpose-driven organisations, that can positively affect people and our planet.

She has guided businesses in measuring their performance with the B Impact Assessment, creating and implementing ambitious sustainability goals, and achieving those goals through stakeholder engagement and empowerment across all levels of the business.

She will provide an in-depth understanding of how to meet the requirements for B Corp certification and how to sustain a journey of progress
toward greater impact.

testimonials

“Unlike most consultants, the Actus team rolls up their sleeves and does a lot of the work themselves, which allowed us to continue to run the business effectively whilst still undergoing significant change and improvement. I’d thoroughly recommend Dan and the team to any business owner. They have an impressive combination of knowledge, experience and intelligence, with an astonishing blend of empathy, compassion and kindness. He won’t take no for an answer, but the way he goes about getting a yes is some kind of Jedi psycho magic!”

other programmes offered by this provider

please note

Following the initial phase, ongoing consultancy to achieve and leverage B Corp status will be available from £1,000 to £5,000 per month, depending on amount of work required.

For any programs delivered in person, the provider’s travel and other ‘out of pocket’ costs will be additional to the program fee and will be advised by the program provider in advance, depending on time and distances involved. This will not apply to online programs.

Where: Online

Frequency: Series

Duration: 60 minutes per session

Type of participants:  Single agency or multiple agencies together

Experience level of participants: Senior and CEO/Owner

No. of partcipants: n/a

Price: USD$ 3,750

“Would you buy a house – or a car – or a fine wine, without knowing how much it was going to cost? It’s not surprising that clients don’t like to buy agency services that way, either. As clients increasingly commission agencies for specific projects, rather than long term monthly retainers. They don’t enjoy staying awake at night wondering if a job will go over budget.

If you don’t have the skills to scope and price appropriately, this can be a big problem for you. But if you master the technique of ‘productising’ your work, this can be a significant competitive advantage. The big consulting firms work this way, and make double the margin that typical agencies do. Why not you?

Brian has a 20 year agency background so he talks your language and understands the challenges as well as the potential rewards. If you are already convinced that product-based pricing can help your agency win more clients, these four sessions provide the playbook for your team to make it a reality.”

what will you learn

The program covers four topics:

Session 1: Positioning Strategy as the Gateway to a Product-Based Business Model
• Benefits of a focused and differentiating positioning and how it can open the door to a product-based business model
• An actionable positioning framework you can use to define your own firm’s positioning
• Many examples from around the world, including agencies that have already taken the next step of adopting new business models

Session 2: Adopting a Product-Based Business Model for Scalable Revenue and Sustainable Growth
• What a “product-based” model is, and the related benefits and challenges
• How the model simplifies your business and allows you to scale revenue
• Many examples of agencies already using a productized model
• Tools to begin packaging your value into a productized model
• Ways to align team structure, processes, and how you measure success

Session 3: Redesigning Your Team Structure for Smarter, Leaner, “Creative Product Teams”
• How structure can lift (or limit) creative services
• The benefits of moving away from “Project-Teams” to form “Creative-Product Teams”
• How to uncover your agency’s “Value Architecture” as the foundation for optimal structure
• How to create outcome-driven roles for accountability and entrepreneurial thinking
• How to distribute authority for smarter, faster decision-making and action

Session 4: Managing Engagements Without Timesheets in a Product-Based Revenue Model
• The “old way” vs the “right way” to think about “time” in a value-driven resourcing model
• Answers to common concerns about how to manage projects without timesheets
• Why you should stop assigning “people to projects” and begin assigning “teams to value”
• Tools and practices to inform staffing levels, hiring decisions, and protect profitability
• The KPIs to help teams track progress and remain within budget, scope, and schedule
• The tech stack you’ll need to optimize your delivery in a value-driven pricing model
• A roadmap to evolve your agency beyond a “culture of utilization” to a “culture of accountability”

You will learn:

• Why Positioning Strategy as the Gateway to a Product-Based Business Model
• How to Adopt a Product-Based Business Model for Scalable Revenue and Sustainable Growth
• How to Redesign Your Team Structure for Smarter, Leaner, “Creative Product Teams”
• How to Manage Engagements Without Timesheets in a Product-Based Revenue Model

who should attend

Brian Kessman

Brian Kessman is the Founder and Principal Consultant of Lodestar Agency Consulting. Brian partners with agency leadership teams to improve their firm’s financial performance and organizational health by refocusing, simplifying, and scaling their business model. He does this through positioning strategy, productization, and operating model design resulting in new business success, scalable revenue, and sustainable growth. Brian developed Lodestar’s Agency Wayfinder™ approach based on his 20+ years as a leader in brand strategy, interactive, product design, and full-service agencies across the US. He incorporates concepts and tools from Agile, Lean, and other management innovations and future-of-work movements into his approach to help agencies develop modern, value-driven offerings and operating models.

testimonials

• “We’re more aligned, have clear accountability across teams, and everyone is equipped to adapt to anything the market throws at us.” — TJ M., CEO, Cramer

• “Account managers have reported that 85% of projects are moving faster than before.” — Amanda H., VP, Org Design, Signal Theory

• “The clarity and speed with which I was able to begin resolving our issues was well worth the investment.” — Scott R., Partner & Director of Client Services, Rubensteintech

• “Lodestar really helped us turn the microscope on ourselves and build a positioning we felt was true to who we are and truly differentiating.” — Kelly M., Managing Dir., Head of Eversana Intouch Solutions

other programmes offered by this provider

please note

For any programs delivered in person, the provider’s travel and other ‘out of pocket’ costs will be additional to the program fee and will be advised by the program provider in advance, depending on time and distances involved. This will not apply to online programs.

Where: Online

Frequency: Single session

Duration: 60 minutes

Type of participants:  Single agency or multiple agencies together

Experience level of participants: Senior and CEO/Owner

No. of participants: n/a

Price: USD$ 1,500

“Would you buy a house – or a car – or a fine wine, without knowing how much it was going to cost? It’s not surprising that clients don’t like to buy agency services that way, either. As clients increasingly commission agencies for specific projects, rather than long term monthly retainers. They don’t enjoy staying awake at night wondering if a job will go over budget.

If you don’t have the skills to scope and price appropriately, this can be a big problem for you. But if you master the technique of ‘productising’ your work, this can be a significant competitive advantage. The big consulting firms work this way, and make double the margin that typical agencies do. Why not you?

Brian has a 20 year agency background so he talks your language and understands the challenges as well as the potential rewards. This single session introduces the way you need to think, to move into this new way of working.”

what you will learn

The business model of selling time is not sustainable. A product-based business model is the way forward for our industry. Many agencies have already moved in this direction. These future-looking agencies are packaging their intellectual capital as “solutions,” “programs,” and “products” designed to address specific problems for their prospects and clients. In doing so, their new business conversations focus on the value of their pre-packaged offerings, not the hours that go into them. They can scale revenue without increasing staff. They reduce selling and project management costs and enjoy predictable forecasting and resourcing. Most importantly, they have effectively realigned their business with their clients’ needs for stronger, reliable, long-lasting relationships.

You will learn:

1. What a “product-based” model is, and the related benefits and challenges
2. How the model simplifies your business and allows you to scale revenue
3. Many examples of agencies already using a productized model
4. Tools to begin packaging your value into a productized model
5. Ways to align team structure, processes, and how you measure success

who should attend

Agency Principals, C-suite, Presidents, Managing Directors, Heads of Marketing, Business Development, and Account Services

Brian Kessman

Brian Kessman is the Founder and Principal Consultant of Lodestar Agency Consulting. Brian partners with agency leadership teams to improve their firm’s financial performance and organizational health by refocusing, simplifying, and scaling their business model. He does this through positioning strategy, productization, and operating model design resulting in new business success, scalable revenue, and sustainable growth. Brian developed Lodestar’s Agency Wayfinder™ approach based on his 20+ years as a leader in brand strategy, interactive, product design, and full-service agencies across the US. He incorporates concepts and tools from Agile, Lean, and other management innovations and future-of-work movements into his approach to help agencies develop modern, value-driven offerings and operating models.

testimonials

• “We’re more aligned, have clear accountability across teams, and everyone is equipped to adapt to anything the market throws at us.” — TJ M., CEO, Cramer

• “Account managers have reported that 85% of projects are moving faster than before.” — Amanda H., VP, Org Design, Signal Theory

• “The clarity and speed with which I was able to begin resolving our issues was well worth the investment.” — Scott R., Partner & Director of Client Services, Rubensteintech

other programmes offered by this provider

• Positioning Strategy for New Business Success and as the Gateway to a Product-Based Revenue Model
• Eight Guiding Principles for a High-Performing Agency and Operating Model
• Redesigning Your Team Structure for Smarter, Leaner, “Creative Product Teams”
• Managing Engagements Without Timesheets in a Modern Revenue Model
• Tools and Techniques for Emerging Leaders to Improve Agency Performance and Organizational Health

please note

For any programs delivered in person, the provider’s travel and other ‘out of pocket’ costs will be additional to the program fee and will be advised by the program provider in advance, depending on time and distances involved. This will not apply to online programs.