The traditional enterprise go-to-market motion is undergoing a transformational shift. B2B buyers are more sophisticated than ever, and operational efficiency is a key focus for every organization. One key function possesses a unique opportunity to shape the future of revenue generation: enablement. On this podcast, we’re bringing you the secrets, strategies, and tactics that successful enablement leaders are using to drive meaningful impact. The Enablement Edge is the go-to resource for sal ...
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How to productise your agency’s value, with Brian Kessman
MP3•Episode home
Manage episode 430306054 series 3009195
Content provided by Jenny Plant and Jenny Plant - Account Management Skills Ltd. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Jenny Plant and Jenny Plant - Account Management Skills Ltd or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Welcome to episode 118. On the last episode, I interviewed the brilliant Tim Williams from Ignition Consulting group about pricing strategies and why agencies need to sell outputs and value and not hours, particularly given the rise of generative AI. If you haven't listened to that, I'd recommend you go back and listen to episode 117 because Tim shares so many different aspects of why we need to do this as agencies. Today's guest, founder of Lodestar Agency Consulting Brian Kessman, continues this theme and shares how to make that shift to a value led revenue model.
In this chat, we talk about:
- what it means to productize your agency's value
- the benefits it can have on your agency's financial and operational performance
- how the agency is set up to work in this model by department
- and the skills you'll need in your account management role to be successful with this new way of working.
Please check out Brian’s website because there's a detailed 15 minutes presentation called ‘Shift Your Agency's Model from Commoditized Services to High Value Solutions’, and it's well worth a watch if you're interested, particularly in diving deeper into value led revenue models.
https://www.lodestaragencyconsulting.com/productize-your-agencys-value
If you're responsible for managing client relationships and for delivering the commercial value to your clients and growing your accounts, I'm going to be running a mini training webinar in the summer of 2024, so if you'd like to be notified about when these go live, you can do that by going to my website, https://www.accountmanagementskills.com and signing up to receive my weekly emails. I typically share tips and strategies for commercially minded account managers.
In this chat, we talk about:
- what it means to productize your agency's value
- the benefits it can have on your agency's financial and operational performance
- how the agency is set up to work in this model by department
- and the skills you'll need in your account management role to be successful with this new way of working.
Please check out Brian’s website because there's a detailed 15 minutes presentation called ‘Shift Your Agency's Model from Commoditized Services to High Value Solutions’, and it's well worth a watch if you're interested, particularly in diving deeper into value led revenue models.
https://www.lodestaragencyconsulting.com/productize-your-agencys-value
If you're responsible for managing client relationships and for delivering the commercial value to your clients and growing your accounts, I'm going to be running a mini training webinar in the summer of 2024, so if you'd like to be notified about when these go live, you can do that by going to my website, https://www.accountmanagementskills.com and signing up to receive my weekly emails. I typically share tips and strategies for commercially minded account managers.
120 episodes
MP3•Episode home
Manage episode 430306054 series 3009195
Content provided by Jenny Plant and Jenny Plant - Account Management Skills Ltd. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Jenny Plant and Jenny Plant - Account Management Skills Ltd or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Welcome to episode 118. On the last episode, I interviewed the brilliant Tim Williams from Ignition Consulting group about pricing strategies and why agencies need to sell outputs and value and not hours, particularly given the rise of generative AI. If you haven't listened to that, I'd recommend you go back and listen to episode 117 because Tim shares so many different aspects of why we need to do this as agencies. Today's guest, founder of Lodestar Agency Consulting Brian Kessman, continues this theme and shares how to make that shift to a value led revenue model.
In this chat, we talk about:
- what it means to productize your agency's value
- the benefits it can have on your agency's financial and operational performance
- how the agency is set up to work in this model by department
- and the skills you'll need in your account management role to be successful with this new way of working.
Please check out Brian’s website because there's a detailed 15 minutes presentation called ‘Shift Your Agency's Model from Commoditized Services to High Value Solutions’, and it's well worth a watch if you're interested, particularly in diving deeper into value led revenue models.
https://www.lodestaragencyconsulting.com/productize-your-agencys-value
If you're responsible for managing client relationships and for delivering the commercial value to your clients and growing your accounts, I'm going to be running a mini training webinar in the summer of 2024, so if you'd like to be notified about when these go live, you can do that by going to my website, https://www.accountmanagementskills.com and signing up to receive my weekly emails. I typically share tips and strategies for commercially minded account managers.
In this chat, we talk about:
- what it means to productize your agency's value
- the benefits it can have on your agency's financial and operational performance
- how the agency is set up to work in this model by department
- and the skills you'll need in your account management role to be successful with this new way of working.
Please check out Brian’s website because there's a detailed 15 minutes presentation called ‘Shift Your Agency's Model from Commoditized Services to High Value Solutions’, and it's well worth a watch if you're interested, particularly in diving deeper into value led revenue models.
https://www.lodestaragencyconsulting.com/productize-your-agencys-value
If you're responsible for managing client relationships and for delivering the commercial value to your clients and growing your accounts, I'm going to be running a mini training webinar in the summer of 2024, so if you'd like to be notified about when these go live, you can do that by going to my website, https://www.accountmanagementskills.com and signing up to receive my weekly emails. I typically share tips and strategies for commercially minded account managers.
120 episodes
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