Account Management in a Pitch
Account management matters. An agency account lead is the client’s business partner. And agencies who empower account management, prioritize their role and understand their value win new business. A few…
Turning the Page
I’m not going to lie. As we’re building timelines for new client engagements, I love seeing 2021 dates. And whether my optimism about turning the page on 2020 is manufactured or misguided, I’m feeling hopeful.
A Case for Relationship Management
While agency search is the cornerstone of Pile and Company, in truth, 50% of our consulting work is in agency relationship management, (i.e. helping marketers optimize their current agency relationships, not look for new ones).
Home Court Advantage? The Pros of Agency Pitches from Home
Clients are still running reviews virtually and agencies are still bringing their A-games. From a recent talk I gave at a marketing procurement conference hosted by Pile and Company partner,…
Opportunity in the Chaos
If you asked me four weeks ago if I was a “quote” or “meme” person, I would’ve said no. Now, it appears that I’m maybe one week away from becoming…
Keeping Things Going: Company, Clients, Family
One week down in this curious, challenging time. Our company has been working from home since last Friday. Schools in Massachusetts are now closed for three weeks. And I’ve rewritten…
One Incredibly Simple Way to Set The Right Tone in a New Partnership
A new CEO joins an agency, comes in early the first two days, and leaves voicemails for each of her client counterparts. “Just calling to say hello…I’ve started…I’m looking forward…
To Stand or Not to Stand in a Pitch Presentation
I’ve talked about the importance of agencies standing up in final pitch presentations before. The advice isn’t always embraced. Some say that certain clients don’t want to be “pitched to,”…
When You Can’t Believe You’re Celebrating Your 20th Work Anniversary
You know when you’re watching a movie, and someone references a 44-year-old, and you think that sounds old, and then you remember that you’re a 44-year-old? Well, that happens to…
Location, Location…Location?
There was a time when an agency’s location really mattered. Chicago clients worked with Chicago agencies. New York clients worked with New York agencies and so on. But in the…