Insights.

Marketers must empower their agencies to fail

It’s all very well spouting West Coast mantras about ‘failing fast’, but agencies need encouragement to get things wrong. (This article first appeared in Marketing Week and was written...

The hidden cost of agency indecision

Despite struggling to stand-out, why do so few agencies realise that poor qualification is tantamount to having no strategy at all? From propositions and models, to marketing or pitch...

Finding your voice in a sea of sameness

Nothing kills new-business like a poor proposition. But if most agencies know this, then why do we surround clients with generic crap – especially as it’s so easy to fix? Are you really...

Why giving agencies hell reduces risk for clients

If brands are going to innovate and win back consumer trust, then marketers need to call their agencies to account. (This article first appeared in Marketing Week and was written for a...

Who owns your agency’s Customer Experience?

To stand out, agencies need to define their own Customer Experience - and it’s new-business who can lead the way. From the acres of column inches devoted to Accenture’s purchase of...

Whose job is agency strategy anyway?

The growth strategy for many agencies is heavy on aspiration and light on substance. And people rarely call it out, so it’s often the blind leading the blind. But a little definition and ownership...

Keep it complex, stupid – how oversimplification harms New-Business

A great CEO makes the complex simple. But oversimplifying new-business often leaves agencies treating the symptom not the cause. Einstein said 'if you can't explain it simply, you don't...

Five ideas to improve your New-Business in 2017

Headspace is always in short supply, particularly when it comes to ramping up growth. So here are some ideas for real change, in double quick time. It’s already new year, you’ve barely got...

Choosing the right New-Business model

Losing at new-business is no fun, but few people appreciate how much having the right model can help you sustain success. Having highlighted why you need a new-business operating model, a few...

Are we actually ready for a new agency model?

Beyond the Management Consultancy-inspired hype, is a new dawn approaching for agency propositions ...and would we be ready to capitalise? Inspired in part by Accenture’s snaffling of...

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