Agency Lessons from Mad Men Episode 308 – Souvenir

Mad Men continues to include real issues faced by advertising (and yes PR firms) in an incredible show. If I wasn’t in this industry, I’m sure I would still be a fan of the show, but for me I get a bonus. I get to watch situations I encounter all the time dealt with by others.  This week’s episode, Souvenir, focused mostly on the personal lives of Sterling Cooper employees but there was one lesson.

Sometimes The Big Client Takes a Little Extra:

Don Draper and his wife go to Rome to meet with new client Conrad Hilton. Apparently Don is spending a lot of time on the road at various HIlton Hotels.  The thing to remember is that right now the account isn’t that big, it’s for a few hotels (granted one of them is the Waldorf-Astoria), but the billings probably don’t justify the amount of time Don is spending on the account…yet. They may never grow, who knows!

The thing to remember though is that you often have to invest a lot of time to grow accounts. Just because someone doesn’t meet all of your normal financial benchmarks right off the bat, doesn’t mean it’s not worth it to invest time.  This is a risk, but you’ve got to play to win.


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