A. Agencies often cannot pinpoint the challenge they are having with new business, pricing, profitability, client service, organic growth, and positioning. Pemberton conducts a discovery exercise called the “Agency Diagnostic” to help identify (and resolve) issues.
B. The process includes reviewing how the agency bills, staffs accounts and contracts with clients. In addition, we interview the principals of the agency, account leadership and account management, and often key clients when given access, to identify agency “barriers,” subsequently reporting these findings with recommended next steps in alignment with Pemberton’s specific capabilities.
Short-term and long-term account win identification for quick wins, and sustained growth. Including creative brainstorming and collaboration. Pemberton will leave each account it works with an “account plan” that identifies the pathways to organic growth.
Identify where the agency is over-servicing and potentially “giving away” services and value in which they are not properly compensated and developing strategies to “give” clients value designed to generate more “paid work” for the agency.
We analyze what products and services are possible solutions for your client above what you already deploy by identifying client imperatives in order to align potential solutions that will lead to additional assignments for the agency.
Assistance in developing a creative brief template, and/or developing a brief design to drive creativity; Analyzing of data for the development of actionable insights and participation in and/or leading of creative brainstorms based on the brief developed or provided.
Analyze all agencies working with your clients to identify the roles, responsibilities, and depth of relationship to determine agency-hierarchy and client perceptions
Profit & Cost Management training and consulting to ensure the agency is maximizing its margins
Client persona identification and grading along Pemberton's proprietary client/relationship assessment
Pemberton will evaluate agency account staff, individually, and identify those with the tools and knowledge to grow business
The process by which Pemberton analyzes the work being done for current clients and identifies “credibility bridges” for agency into untapped verticals
Work with agency principals and leadership to create a unique value proposition, mission, and crystalized vision for the agency
At-risk account counseling - Just as organic growth practices maximize the potential and income from your existing accounts, account counseling helps identify and shore up at-risk relationships so they can continue to remain productive. As TPC GROWTH evaluates relationships ripe for organic growth, we also identify those where the potential for growth is limited by issues. Our approach helps diagnose the issues and engage account and agency leadership to proactively addressing these issues to restore the relationship to health.
Retrospective on lost accounts - Even after an account has decided to leave, TPC GROWTH can help you learn and grow. Our intent in conducting a post-mortem and retrospective on each lost account is two-fold. First, to identify factors impacting account retention and learn how to overcome them, and second, to determine whether and how a lost account may be won back in the future.