12/07/2017 by Dale Gall in industry & issues How to make an informed agency margin Dale Gall, Group Chief Executive of MullenLowe London, on how to obtain the right mindset for commercial success. Read more
27/06/2017 by Ben Quigley in industry & issues Bargaining with the devil: You get what you negotiate Ben Quigley, Group Chief Executive at Everything Different argues that as an industry we are on a treadmill of cost-based, input-oriented price negotiation. So what can we do to change this? Read more
15/05/2017 by Tim Williams in industry & issues Should the words ‘estimate’ and ‘cost’ be deleted from agency vocabulary? Tim Williams, Founder of Ignition Consulting Group and speaker at this years’ IPA Business Growth Conference, provides practical steps you can take to price projects on the value they add, not the hours you put in. Read more
17/10/2016 by Ben Quigley in inspiration Join the pricing revolution Ben Quigley, IPA Chairman, England & Wales and Group Chief Executive at Everything Different discusses the IPA's Commercial Conference and why you should join the pricing revolution. Read more
19/09/2016 by Tom Lewis in commercial acuman Dear Commercial Acuman... Should our agency set up a Pricing Council and appoint a Chief Pricing Officer? Read more
19/07/2016 by Tom Lewis in industry & issues Key learnings from the IPA Commercial Conference 2016 Our Shop. Our Rules. A business growth masterclass on revenue, workload and newbiz from some of the industry's best thinkers. Read more
21/06/2016 by David Meikle in industry & issues Filthy Lucre - Agencies have got to get better at dealing with money Getting on top of commercial issues can make all the difference to an agency’s overall wellbeing. Read more
21/06/2016 by Tim Williams in industry & issues Time to Make Pricing, Not Just Costing, a Core Competency of the Agency Tim Williams urges the advertising industry to catch up to the modern pricing practices of the 21st century. Read more
20/06/2016 by Alan Smith in industry & issues No Surprises. Agencies suck at Negotiating If you want to sell value but they want to buy at close to cost, there is a conflict. How agencies deal with and negotiate that conflict will be one of the key factors in their future success. Read more
08/06/2016 by Michael Farmer in industry & issues Cost Plus and Value Pricing: A contrarian’s point of view Pricing cannot begin to be improved until advertising agencies make other important changes. Read more
02/06/2016 by Janet Markwick in industry & issues Our Shop. Our Rules At this year’s IPA commercial conference, we will be exploring how the Ad industry can stop giving away its best ideas for nothing… Read more
19/05/2016 by Tom Lewis in commercial acuman Dear Commercial Acuman... A client wants to buy one of the ideas we presented in a pitch without the execution - how do we value it? Read more
19/04/2016 by Tom Lewis in commercial acuman Dear Commercial Acuman... What are the key success factors in implementing value pricing? Read more
11/02/2016 by Tom Lewis in commercial acuman Dear Commercial Acuman... I heard Ron Baker talk about value pricing recently; how can I implement it in my agency? Agency Group Commercial Director Read more