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NEW YORK Agency and client executives agreed compensation parameters must be clearly defined, but they offered starkly different perspectives on how to negotiate and manage such deals during a session here at Wednesday’s Association of National Advertisers Forum.
Draft FCB CEO Howard Draft, for example, advocated an “open book” approach in such negotiations, with agencies providing salary, overhead and rent costs, if asked, in order to arrive at a fair compensation formula.
Asked later by an attendee why an agency would share salary information, Draft said, “I feel very comfortable letting their accounting firm see it.”
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