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Barkley’s Business Transformation What do you do when half of your business goes away overnight? Two years ago, Jeff King, CEO of Barkley, received the phone call that agency executives have nightmares about – The new CMO of their largest client was putting the account into review. The client had been with the agency for 17 years and represented roughly 50% of the agency’s total revenue base. Twenty-four months later, Jeff is here to share the untold story about what was happening behind the scenes during the months that followed. He will also share key lessons learned by a management team that has now replaced nearly 100% of the lost revenue, diversified its client base, doubled the agency’s bottom line and has taken employee morale to new heights. Speaker: Jeff King, CEO, Barkley
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TRANSFORMING BARKLEYLEADING THROUGH + RECOVERY STRATEGIES
CIRCA 2010BARKLEY
+
US$0M
US$5M
US$10M
US$15M
US$20M
US$25M
US$30M
US$35M
US$40M
US$45M
US$50M
2000 2010
REVENUE
US$0M
US$5M
US$10M
US$15M
US$20M
US$25M
US$30M
US$35M
US$40M
US$45M
US$50M
% GENERATED BY LARGEST CLIENT
70%GROWTH
24%
49%
LEADING THROUGH CRISIS
4 KEY LESSONS LEARNED ABOUT CRISIS MANAGEMENT
LESSON #1If you start preparing when it happens, it’s too late.
LESSON #2Abolish democracy.
LESSON #3Don’t control information—share information.
LESSON #4Hire as you fire.
US$0M
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US$15M
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US$45M
US$50M
US$0M
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US$45M
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2010 2011 2012 2013
REVENUE
ACTUAL
PROJECTED
% GENERATED BY LARGEST CLIENT
10% 9% 8%
49%
RECOVERY STRATEGIES
#1 FOCUS ON PEOPLE
MILLENIAL IMAGESM2M BOOK COVER
#2 THOUGHT LEADERSHIP
#3 RAPID PROTOTYPING
#4 INNOVATION
BARKLEY TRANSFORMED
THE ONLY WAY TO PREDICT THE FUTURE IS TO INVENT IT.
QUESTIONS?
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