Value-based pricing. Cost plus. The never-ending negotiations between agency and client feature an endless array of terminology and pricing theories. Is your agency getting paid what it is worth? The AAAA remains a leader in working for its members to ensure maximum value for quality product, and the following comprehensive resources will prove invaluable to agency managers in that regard.
» Standardized Marketer New Business Questionnaire
The Standardized Marketer New Business Questionnaire is designed as a recommended guideline for agencies to follow when evaluating participation in an agency search.
» Client Contract Renewal and Compensation Negotiation
The AAAA Finance Committee thought that it might be helpful to share a few reminders, as well as a few tools, tips and tactics.
» AAAA Pricing Continuum
The "Pricing Continuum" ranges from classic/true cost-plus arrangements at one end of the spectrum to pure value added/results based methodologies at the other end of the spectrum.
Survey on Value and Compensation, March 2005
Findings include: Clients value Big Ideas and a collaborative environment, 1/3 of agencies are endeavoring to retain IP rights in selected areas, and Labor based/Fixed fees are the predominant form of compensation
Client Procurement Survey, December 2006
In the fourth quarter of 2006 the AAAA surveyed agency finance executives in order to gather information about client procurement’s involvement in (I) New Business search, RFP and project bid activities as well as (II) Client contract phase activities.
Intellectual Property Survey, January 2006
In January and February of 2006 the AAAA conducted a survey in order to develop a “Base Line” of information related to member practices in the areas of confidentiality and non-disclosure agreements (NDA) as well as ownership, assignment and/or license of agency ideas and Intellectual Property (I.P.).
» Ownership of Agency Ideas Plans and Work Developed During New-Business Process
The purpose of this position paper is to provide agencies with guidance on best practices relating to the ownership of agency developed ideas, plans and work created in the course of a marketer search for agency resources or a marketer request for proposal.
Client Compensation Practices Survey, June 2006
In the second quarter of 2006 the AAAA conducted a survey on member Client Compensation Practices. The survey probed AAAA member pricing competence and due diligence across a range of client compensation considerations including: compensation planning, data availability, internal processes, agency standards and value discussion
Benefits-Based Negotiation Tools and Survey
During the AAAA March 21. 2007 workshop in Chicago Tim Brenton encouraged participants to make note of helpful themes and tactical ideas that you wanted to remember. The purpose of the "Hot List" a was to serve as a reminder of approaches that you could refer to when your agency team began planning for future discussions with clients.
» Survey of Agency New Business Expenditures
The AAAA polled members serving on its new business committees on the extent and value of expenditures undertaken in the pursuit of new business.
