Revisiting Agency/Client Agreements: The New Basics |

Candice Kersh from Frankfurt Kurnit Klein & Selz presents this paper discussing the new basics for agencies to consider when revisiting agency-client agreements

Negotiating Tips and Suggestions

A battle-tested panel of agency pros talks about negotiating compensation and the importance of having a negotiating strategy, internal alignment and an experienced “deal team.” The panelists also share proven tips for reaching mutually beneficial compensation arrangements.

The Profit Imperative

Dana Perry, BBDO, and David Weiss, Interpublic, discuss profit and ad worth in this 2014 4A’s presentation.

Talent and Labor-Based Compensation

In this presentation paper by Darren Norkett, discusses “getting paid what we are worth” and touches on the unfortunate conversations we as an industry currently find ourselves having on the topic of Talent & Labor Based Compensation.

Compensation Overview: Challenges & Opportunities |

The 4A’s offers the following document to assist agencies in identifying and working successfully through compensation challenges and opportunities.

A Compensation Alternative—Nancy Hill |

For a sample alternative compensation model, please refer to the following simple template in which you can drop in your agencies own compensation information.

Scope of Work—The Revenue Driver

Current SOW practices are diverse, and can be problematic as a result. This paper explores the challenges and some possible solutions to help make SOWs more streamlined and successful.

The Myths and Realities of Incentive Compensation

A panel of experts discusses the do’s and don’ts of performance compensation. They share the views on what performance compensation arrangements work, discuss lessons learned and the importance of client motives and culture.

Summit Key Takeaways and Next Steps

Tom Finneran, EVP, 4A’s urges agencies to develop compensation principles, communicate the principles broadly and then adhere to the principles.

Miles Young: Thoughts on Agency Compensation

Ogilvy’s Worldwide CEO Miles Young urges the industry to get back to basics by starting with the client’s business goals; taking a team-based approach to compensation; challenging inappropriate client and consultant mandates; and believing in your value proposition and leveraging your precious talent.

Benchmarks—What Matters? |

A cross-industry panel discusses the importance of value-added metrics and cautions against the inappropriate use of metrics that focus primarily on cost rather than on the benefits that clients/brands derive from agency work.

Tom Carroll: Thoughts on Agency Compensation

TBWA’s President and CEO Tom Carroll provides a call to action and urges the industry to become more confident and capable pricers.