AGENCY PERPETUATION
A C T N O W O R F O R E V E R H O L D . . . PA R T I I In the August 2021 Primary Agent (see IABforME.com/Primary-Agent), agency perpetuation expert Brian Burke offered insights into valuation trends and projected what’s to come in the world of agency deals. On the following pages, he follows it up with advice on necessary, long-term priorities for a successful agency transition – no matter what your role is. By Brian Burke, B. H. Burke & Co., Inc.
Greetings, IA&B members: When we “talked” a month ago, we had imagined you were at an agency-perpetuation conference and had just moved from the main hall into four rooms for break-out sessions. We imagined further that you had done the perpetuation-fitness assessment we recommended and had gotten some new direction and energy behind your perpetuation intentions.
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Your charge in each of the sessions was to come up with two short lists: List A states what you wanted the agency’s main business priorities to be. List B states what you see as your own personal, job-related priorities. The priorities on your lists should be medium- to longer-term in nature. You may want to land a big account next week too, or clean up some data-entry backlogs, and those things are important. But your priority-list items should have a longer-term horizon.
