Here's an idea for you: how about paying your superstars significantly less than you pay your poorer performers at the same level? Sound ridiculous? It is. And yet, our research indicates that many agencies are doing this, often without even being aware of it.
Your client loves working with the account team he or she has been working with for years. Why would you want to disrupt this very successful client relationship? You probably don’t. But if you don’t you will watch as your profit margins drop year over year.