Valuing value — Martin Weigel

After all what clients really want (and need and want more than ever) are outcomes , not just processes, deliverables, and assets. It tilts those formative and vital opening conversations decisively - what better condition are you seeking? How would your company be different as a result of this work? What harm would be alleviated? How much would yo... See more

We can talk about creativity (whatever that is) and changing culture (whatever that is) and all that jazz as much and for as long as we want, but when most agencies are expending precisely zero per cent of their time working out how to transition out of this dysfunctional and doomed way of working to something that is higher value, more profitable,... See more

So why can’t they admit that while they have a business model, what they don’t have is a commercial model

Agency fees and margin are under relentless pressure. That’s hardly hardly surprising. When procurement departments have their people systematically re-qualify to keep pace with business, market, and technological change and we don’t systematically train any of our people in anything it’s just not a fair fight. And as ever more pressure is put on o... See more