Do you run a media agency?

Or do you want to start your own agency and break away from a media group so you have more control over your own destiny and pricing?

• Digital

I interviewed my former client Jenny Plant, The #1 UK expert in #AccountManagementSkills for media agency owners, account directors and account managers. Listen to her story. She was under pressure, behind on target, being stretched beyond an reasonable expectations and having to keep her top talent when they were suffering from burnout and frustration ... until she learned how to bring all that under her control.

We discuss how to stop getting suckered into costly pitches that tie up your most expensive creative talent that result in your giving away the crown jewels. We explore how to get past the procurement trap. We delve into the mistakes agencies make when they find themselves being invited to give free consulting and how to sell past such requests.

Learn how to close business without pitching, without spending weeks preparing for pitches, without having your best ideas stolen and your top talent taken up in non-fee earning activities.

If you're part of a network of agencies, discover our top 5 tips that will help you prioritise which ones to pursue and which ones you shouldn't.

Jenny has worked in media for 25+ years, has headed up a publicly listed agency, turned around and transformed the fortunes of dozens of owner managed firms and is at the bleeding edge of best practices in account management for media companies. She speaks from the heart and from experience of what works  ... and what doesn't.

Enrol on one of her programmes

Visit Jenny's website

Contact her via LinkedIn

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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Rob Goddard, founder of EvolutionCBS, has sold 353 companies for his clients.

He really knows a thing or two about maximising the value for owners at exit and usually without an earnout! His company successfully sells 75% of the companies they take on which is 300% higher than the industry average.

We discuss what you as a business owner need to implement before you go to market to maximise your payout and make your business attractive as an acquisition target to multiple buyers. He explains how you create a bidding war between multiple suitors, the pitfalls many business owners fall into and the mistakes they make that can halve the value of their business or worse.

We explore how having a good recruitment and reliable, scalable selling system can 2x your payout.

Rob and his team operate out of Reading, UK and Dubai, UAE but serve clients nationally.

If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Over the next 6 years 3/4 of all people working in the channel will be Millennials. 2/3 of all purchases sold via the channel are made within the line of business. Today 75% of ALL products are sold via partners and within 8 years 90% of ALL technology will be sold via partners.

If you aren't at least a little channel curious yet, perhaps you should be.

The best channel managers and leaders share more in common with CEOs and General Managers than VPs of Sales.

Jay McBain is head of research in the channel for Forrester. With 25 years in channel sales working for big corporates and setting up 3 of his own companies in the channel software space, Jay shares his wealth of knowledge and scar-tissue with me in this interview  packed with useful suggestions, insights and challenges.

We cover selection, recruitment, onboarding, operations and navigating the changing landscape in detail.

You can learn more about Jay's research at jaymcbain.com

If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

You need to be a strategist, a planner, a manager, a coach, a trainer, a diplomat, a referee, an executive, an operator, an organiser, a leader with cat herding, communication and negotiation skills par excellence. You have to lead without power. You have to drive results without direct control. You have to inspire without direct authority.

In German there is a term, "Eierlegende-Wollmilchsau" which translates to egg laying, wool making, milk producing pig. That sums up the role of channel manager pretty succinctly.

Great channel managers are the special forces of sales.

They are dropped behind enemy lines to do the toughest jobs working with the local resistance fighters. They eat the same food, sleep in the same trenches, suffer the same fate or worse and have to deal with the fall out of their own political leadership not understanding how fragile these relationships can be. They have to battle for resources, protect their fighters from their own side who see them as competition and resent it when their partners win business from under the direct sales force's nose.

If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Bids & Tenders are among the highest hidden costs in any selling organisation

Pursuing a bid can cost £tens or even £hundreds of thousands.

Do you know if you really want to win it? Is it the right type of business? Can you win it? Who commissioned the tender or bid? Who helped them? Is the deck stacked against you? Are you in danger of winning the bid and then losing it to a litigious competitor? Has the commissioner wirtten the tender around the strengths of ao competitor and you are just playing the role fo column fodder? Do you know how to undermine a preferred supplier through your questioning and superior submission?

Do you have the correct policies to protect your business and prevent your busy, expensive resources being sucked into a money-pit by time-bandit commissioners and procurement? Or does your senior management have a lottery mentality and have you chasing anything and everything? Do you know how to change the rules of the tender to protect your IP?

Is the tender document a fishing trip for the buyer with the document having been baited to trick you into free consulting and giving away your best ideas so that a competitor can get paid on them? How do you protect your intellectual property, your time and your resources?

All these questions and more are answered in this insightful and uncompromising interview with CEO of Starplan, The Winning Bid Writers. Stuart has a win rate of 88%! He likes winning and takes losing very personally, so he makes sure his clients cover all the bases and give their best submission possible.

Cat wrangler, project manager, writer and general good egg, Stuart reveals a number of secrets to successful bid writing, highlights the traps and pitfalls, and gives clear advice on best practices of when to bid and when to no bid. He helps you spot bogus RFPs and when to push back against the commissioner to even the odds.

You can contact Stuart directly on:

Stuart’s LinkedIn Profile: linkedin.com/in/stuart-pyle-director-mba-1b22a6bWebsite: straplan.co.ukEmail: [email protected]Twitter: @Straplan

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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi