A key element of leadership is understanding where your firm is now. If the agency seems resistant to change, you may be in denial. The future of marketing belongs to those agencies that discover how to embrace change. Only in this way can they truly prepare for the future. Leadership is critical for lasting change. But leaders can't lead if they don't face the truth!

1. Symptoms of Denial
10 Warning Signs a Firm Is in Trouble
Understand when it’s time to take a serious, in-depth
look at the way the agency operates – when a simple
hire or fire won’t create significant improvement.

2. Symptom 1: All the focus is on past success
Toys of Christmas Past by Paul Townsend
More time is spent talking
about the good old days.
Case studies are starting to
look dated. There is nothing
new to show. There is little to
get excited about.

3. Symptom 2: Risk taking is not encouraged
Staff is afraid. New ideas just
fizzle away. Punishment is
doled out for the smallest
infraction. Fear of failure
drives decision making.
"Taken at Trash " by Melusina Parkin

4. Symptom 3: Politics are the rule
Positions and titles become
increasingly important. More
private one-on-one meetings.
Motivation is questioned.
Issues addressed by trying to
manipulate staff.
http://rosaryofsighsx.deviantart.com/art/She-Said-Murder-95023382

5. Symptom 4: Employees guess at what
management wants
No big-picture direction from
management. Focus is on
granular-level tasks.
Information flow is all back-channel.
Staff has difficulty
actually getting any work
done.
http://369dreamergirl.deviantart.com/art/Gamble-148181897

6. Symptom 5: Decision making in the
hands/minds of the few
Agency becomes more
insular and siloed. Decisions
are bumped up to the next
higher authority. Work
delayed until management
reviews. Anyone who speaks
up is viewed with hostility. http://chris10ne.deviantart.com/art/Slow-Down-173245618

7. Symptom 6: Appearances are all-important
Agency seems focused on
distractions, busy work.
Managers squash feedback.
Bad news is swept under the
rug. Nobody is accountable.
http://pumpkin87.deviantart.com/art/Beyond-Appearances-311037927

8. Symptom 7: Programs du jour are the menu
Change programs started and
abandoned without achieving
anything. Every new
management fad imitated.
Off-site retreats produce little
results. http://ivan-suta.deviantart.com/art/four-cups-66657081

9. Symptom 8: Micromanagement is the culture
Resistance to delegating any
work. Management expects
regular reports on miscellany.
Smaller and smaller faithful
“in” the know. Everything is a
priority. http://www.deviantart.com/art/Minimalism-41907400

10. Symptom 9: Energy level is low
Management finds it easier to
brush staff experience aside.
More meetings, no decisions.
Staff taking more breaks,
chatting and wasting time
online. Absenteeism rising.
http://www.deviantart.com/art/Just-a-Chair-BW-84801156

11. Symptom 10: Business as usual
There is no vision for the
future, no plan for growth,
and no hope. Agency mission
statement hanging on the
wall seems lifeless and
phony. New ideas are
squashed.
http://www.deviantart.com/art/Almost-58298129

12. Get Out of Denial
 Establish a Clear Vision/Mission
 Motivating and energizing, yet
doable, actionable
 Leadership Must Commit Fully
 Ensures resources, decisions,
momentum and action
 Ensure Everyone Is Involved
 Incorporate all operational
components and organizational
levels, no sacred cows
 Involvement/Ownership
 Leaders and change agents
actively engaged
 Have a Plan
 Develop it/work it/track it
 Our experience in working with agencies
of all sizes has uncovered many
examples of denial, or barriers to change
 Leaders need to shift their focus to inside
the agency and address tangible issues
often overlooked
 Agencies often make the mistake of
addressing a single issue, such as
staffing, as opposed to taking a more
holistic approach to problem solving and
long-term planning
 We encourage agencies to conduct a
broader, more in-depth assessment of
their organization to uncover the
underlying issues affecting performance

13. Sanders Consulting Group
 Operating over 30 years, helping over
5,000 agencies
 Known around the world as the leading
new business consulting firm
 Working with some of the best managed
agencies on the globe
 Selected as the new business training
provider to the largest agencies in the world
 We show you how to win,
not just play the game
Visit www.sandersconsulting.com
e-mail: info@sandersconsulting.com
Call 412.897.9329
Bob Sanders
President
Sanders Consulting
Group
New Directions For Agency
Growth

14. We see our role as trusted advisors helping you to
chart a new path for your firm that leads to success
and perhaps moving to the next level. We believe that
anyone can adjust to the industry realities and survive.
But if you embrace them, you can soar.