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Propulsion Blog: Why you should know the difference between costing and pricing

November 19, 2013 | Author: Tim Williams

During the past 15 years or so, there has been a pricing revolution in business.  Most large successful companies are staffed with professional pricers – people who make their living by determining the value, and therefore the price, of their company’s products and services. Here’s the way today’s professional pricers approach their work: Customer > Value > Price > Cost...

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November 11, 2013 | Author: Tim Williams

When creating an investment portfolio, no reasonable person would put all their money in just gold, just Certificates of Deposit, or just stocks (especially in today’s economic climate).  In a marketing communications firm, your client compensation agreements are your most important financial asset.  If they are all based on the exact same compensation system – just fees based on hours,...

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Propulsion Blog: Defining “Success” With Your Clients

October 2, 2013 | Author: Tim Williams

It’s true that most clients want an objective outside point of view from their agency.  But not until their agency has bothered to take the time to first understand the client’s expectations.  Deep down inside, the thing that clients value most is an agency that listens.  Not an agency that just takes orders or is afraid to say no.  But...


Propulsion Blog: Are You Really in the Service Business?

September 24, 2013 | Author: Tim Williams

Agency professionals everywhere are frustrated by the master-servant dynamic that increasingly characterizes client-agency relationships.  They feel that clients treat them more as a supplier than a partner.  Agencies are quick to lay the blame at the feet of the client, but is it possible that the problem really starts with us?  For starters, we constantly refer to the agency business...

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Propulsion Blog: When it comes to agency compensation, there’s no right way to do the wrong thing

September 9, 2013 | Author: Tim Williams

The year is 1537.  You’re a physician for King Henry VIII and you’re attending an annual conference of royal physicians in Florence, Italy.  The theme of the conference?  No surprise to those attending, the entire conference is devoted to the leading medical practice of the day: bloodletting.  After all, every knowledgeable doctor since 1,000 B.C. has prescribed bloodletting as the...


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