Agency Compensation

Managing Director at The Gate Worldwide Beau Fraser and Director of Marketing, Intermediary Business Group at State Street Global Advisors Gary MacDonald discuss an compensation arrangement that rewards the client for effective use of time and penalizes it for inefficiency.

Beekman’s standard definitions, which should prove to be a strong basis for developing a best-in-class client/agency contract.

CEO of TargetCast Steve Farella explores how clients and agencies can work collectively to improve the interactive media process, reduce the workload and reduce agency compensation fees.

The CEO of TBWA Neal Grossman along with two other panelists explore fair agency compensation from three vantage points: client, agency, and compensation consultant. Topics of the discussion include compensation methodologies, appropriate transparency, definitions, hours, salaries, overhead, profit, and direct client expenses.

Members of the ANA Agency Relations Committee were asked to provide insights on their Exclusivity Policies.

Deb Giampoli, who leads Kraft's cross functional agency team, discusses how they evolved the agency compensation model from one focused on media commission to a unique hybrid of input and output based fees and had one primary objective in mind - financial transparency, more closely matching agency compensation to the work.

Two veteran agency search consultants - Dick Roth of Roth & Associates and Judy Neer of Pile & Co - provided insight on identifying the core capabilities of a digital agency, ensuring agency collaboration, performing agency evaluations, identifying scope-of-work needs, and assessing accountability.

This article provides best practices and outlines how to determine an ad agency’s scope of work (SOW) and services.

Senior Commerical Manager at Masterfoods Paul Smith leads a discussion about compensation models where he touches on topics points including, but not limited to: the current industry practices historical perspective, new methods of compensation being adopted, and several case histories.

These Guidelines have been developed through a variety of resources, including the extensive industry experience of management and labor trustees, and analysis and review by the Trustees, Plan staff and outside consultants.

This article reviews some of the key findings from the 2007 ANA Interactive Agency Compensation Study conducted by Jones Lundin Beals. Among them is the fact that agency-client relations is still at its infancy.

A panel of experts discuss reasons for auditing Certified Marketing Reps (CMR), how often audits should be conducted, and the types of issues uncovered in an audit.

In this presentation, Jones Lundin Beals President and CEO Dave Beals explores challenges that must be addressed for value-based compensation, an idea which offers great promise and potential.

Between June and July 2007 over 100 responses were submitted to an Agency Relations survey exploring issues including client organizational structure for managing agencies, agency search and more.

This white paper presents the findings of a parallel surveys conducted by the ANA and AAAA in the late spring of 2007, designed to assess agency and client attitudes and activities in four areas: How agencies add value to the client's business; How advertisers add value to the agency-client relationship; Degree of interest in value-based compensation; and Possible barriers to changing compensation methodology from cost based arrangements to value-oriented methods.

During the presentation Dave Beals, President and CEO of Jones Lundin Beals, reviews the results of an agency compensation online survey fielded during the fourth quarter 2006.

ANA members provide insight on whether they are familiar with global SEM firms who work on a commission-based model to include media costs and management.

This article discusses an exclusive ANA survey that explores value-based client-agency relationships.

This snapshot provides an overview of the ANA benchmark survey conducted in June/July the elicited over one hundred responses. The survey explored issues related to agency relations including, agency evaluations and agency conflict clauses.

In this presentation, Discover’s Mark Hosbein took the audience through the ad agency search that resulted in the hiring of The Martin Agency. While describing the process, he also shared some lessons learned along the way.

See the results of parallel surveys conducted by The American Association of Advertising Agencies and Association of National Advertisers in the spring of 2007. The survey was designed to assess agency and client attitudes and activities in four areas: 1. How agencies add value to the client's business; 2. How advertisers add value to the agency-client relationship; 3. Degree of interest in value-based compensation; & 4. Possible barriers to changing compensation methodology from cost based arrangements to value-oriented methods.

View the results of an interactive agency compensation survey exploring challenges related to the management of interactive agency compensation.

This article provides an overview of preliminary findings from the 14th Triennial Trends in Agency Compensation Study.

ANA members provide insight on media agencies and financial reporting, including how they ensure that they get transparency from their media agencies and the types of financial reports that their media agencies provide to them.

This presentation discusses value-based agency compensation and barriers to value. It provides an overview of a quantitative evaluation tool - COMP (client optimum method of payment), as well as a qualitative tool - CAPE (client agency practices evaluator). Includes a case study from J.C. Penney.

Ronald Baker of VeraSage and Tim Williams of Ignition discuss value-based agency compensation. Includes steps for making value-based agency compensation work in your organization.

This sample media buying and media planning contract contains boilerplate language to use in writing an agency services agreement.

John Rinek of Beekman Associates provides an industry view of agency incentive compensation, as well as best practices.

This session explored goals, format, methodology, participants, and timing of a potential online/emerging media best practices benchmark, possibly in conjunction with IAB, as well as an update to the ANA Interactive Agency Compensation survey.

This case study describes how the social networking site Couplets.com found success by setting up a value-based compensation agreement with Sugartown Creative.