Seven Outposts, One Money-Making Philosophy

Rance Crain has been talking to Eric Mower of Eric Mower & Associates about the consolidated bottom line.

Key to understanding his strategy is that he operates his offices with a consolidated bottom line to “eliminate the forces of nonintegration,” as he nicely puts it.
“When everyone in an agency organization realized that their interests — and those of their clients — are best served through collaboration, integration becomes the behavior of choice. Our seven offices, multiple practice groups and numerous client teams all know that individual rewards are based on: value delivered to clients, productivity and collaboration.” The agency, of course, tracks the P&L of each of his seven offices, but employees are rewarded on how the entire operation does.
Eric controls 100% of the voting stock but 30 partners have non-voting stock and dividends are paid on a pro-rata basis to all stockholders. He said eight members of his top management team decide on bonuses based on a profit pool each year. Allocations depend on the performance (value to client, productivity, collaboration) of each employee.

Eric Mower & Associates has offices in Buffalo, Rochester, Syracuse, Albany, Atlanta, Charlotte and Sarasota.

About David Burn

I wrote my first ad for a political candidate when I was 17 years old. She won her race and I felt the seductive power of advertising for the first time. Today—after working for seven agencies in five states—I am now head of brand strategy and creative direction at Bonehook in Portland, Oregon.