Economics Essay 92: Deficits - which is more important?

To what extent do you agree that reducing the budget deficit is more important to the UK’s macroeconomic performance than reducing the current account deficit on its balance of payments? Justify your answer.

Reducing the budget deficit and reducing the current account deficit on the balance of payments are two key objectives in macroeconomic policy. Here are the explanations of the key terms:

1. Budget Deficit: The budget deficit is the amount by which a government's expenditures exceed its revenues in a given period. It represents the shortfall between what a government spends and what it collects in taxes and other sources of revenue.

2. Current Account Deficit: The current account deficit is a component of the balance of payments, which records a country's transactions with the rest of the world. It represents the shortfall between a country's exports of goods and services and its imports, plus net income from abroad and net transfers.

Now let's evaluate the importance of reducing the budget deficit versus reducing the current account deficit for the UK's macroeconomic performance:

The importance of reducing the budget deficit:

1. Fiscal Stability: A high budget deficit can indicate an unsustainable fiscal position, leading to concerns about government solvency and the potential crowding out of private investment. Reducing the budget deficit helps promote fiscal stability and confidence in the economy.

2. Lower Borrowing Costs: A lower budget deficit can lead to reduced government borrowing needs. This can result in lower borrowing costs as investors perceive lower default risk, which can free up resources for other productive investments.

3. Economic Growth: A lower budget deficit can contribute to long-term economic growth. By reducing the deficit, governments can create room for private sector investment, stimulate private consumption, and provide stability to the overall economy.

The importance of reducing the current account deficit:

1. External Stability: A large current account deficit can reflect a country's dependence on foreign borrowing and can lead to vulnerability to external shocks. Reducing the current account deficit helps improve external stability and reduces the risk of sudden capital outflows or exchange rate pressures.

2. Trade Balance: A persistent current account deficit indicates that a country is importing more than it is exporting. Addressing the current account deficit can involve strategies to boost export competitiveness, enhance domestic production, and reduce reliance on imports.

3. External Debt Burden: A high current account deficit may lead to an accumulation of external debt, which can pose risks to a country's financial stability. Reducing the current account deficit can help manage the external debt burden and improve the overall resilience of the economy.

In terms of the UK's macroeconomic performance, both reducing the budget deficit and the current account deficit are important objectives. However, the relative importance of each depends on the specific circumstances and challenges facing the economy. For instance, if the UK has a high budget deficit that poses risks to fiscal stability and investor confidence, addressing the budget deficit may be prioritized. On the other hand, if the current account deficit is widening, and external imbalances are a concern, policymakers may focus on reducing the current account deficit to enhance external stability and promote sustainable growth.

It is important to strike a balance between the two objectives, as a strong fiscal position supports external stability, and a healthy external sector contributes to fiscal sustainability. The optimal approach may involve implementing policies that address both deficits in a coordinated manner, taking into account the unique circumstances and goals of the UK economy.

Economics Essay 70: Evaluating Current Account Deficits

To what extent should a government be concerned by a large current account deficit?

 A large current account deficit can raise concerns for any government due to the following reasons:

1. Economic Dependence: Reliance on capital inflows to finance a current account deficit can create economic dependence on external investors. For example, countries in Southeast Asia, such as Thailand, Indonesia, and South Korea, experienced significant current account deficits in the late 1990s. When investor confidence waned, they faced a sudden withdrawal of capital, resulting in financial instability and economic downturns.

2. Debt Accumulation: A persistent current account deficit may lead to an accumulation of external debt. Greece serves as an example where a large current account deficit, partly financed through borrowing, resulted in a high level of external debt. This debt burden became unsustainable, leading to a severe debt crisis and the need for international financial assistance.

3. Exchange Rate Volatility: A large current account deficit can put downward pressure on a country's currency exchange rate. This can lead to increased import costs, higher inflation, and reduced purchasing power for consumers. For instance, several Asian economies experienced currency depreciations during the Asian Financial Crisis, making imports more expensive and adversely affecting their economies.

4. Loss of Competitiveness: A persistent current account deficit may indicate underlying structural issues, such as low productivity and a lack of competitiveness. The United States, with its long-standing trade deficit in goods, is an example where the manufacturing sector has faced challenges due to increased competition from countries with lower labor costs and more advanced technologies.

5. Vulnerability to External Shocks: Countries with large current account deficits are more vulnerable to external shocks. For example, during the global financial crisis in 2008, export-oriented economies like China and Germany experienced a decline in their current account surpluses due to reduced global demand. This highlighted their vulnerability to changes in global economic conditions.

These examples illustrate the concerns associated with a large current account deficit, including economic dependence, debt accumulation, exchange rate volatility, loss of competitiveness, and vulnerability to external shocks. Governments need to address these issues by implementing appropriate policies to promote sustainable economic growth, such as export diversification, improving competitiveness, attracting foreign direct investment, and implementing structural reforms.

While capital inflows can provide temporary relief for a current account deficit, it is important for governments to prioritize long-term economic stability by addressing the underlying structural issues contributing to the deficit. This involves diversifying the economy, enhancing productivity, and ensuring a competitive business environment. By doing so, countries can reduce their reliance on external financing and achieve a more balanced and sustainable current account position.

Economics Essay 69: Current Account Deficit

 What are the possible causes of a current account deficit in the balance of payments?

The current account deficit refers to a situation where a country's expenditures on imports, transfers, and investments abroad exceed its earnings from exports, transfers, and investments made by foreigners within its borders. In other words, it represents a negative balance in the trade of goods and services, income flows, and unilateral transfers.

There are several possible causes of a current account deficit:

1. Trade Imbalance: A significant cause of a current account deficit is an imbalance in a country's trade of goods and services. When imports exceed exports, it leads to a trade deficit, which contributes to the current account deficit. This imbalance can occur due to factors such as lack of competitiveness, low productivity, high import dependence, or changes in global demand and supply conditions. For example, if the UK experiences a surge in imports of consumer electronics, while its exports of manufactured goods remain stagnant, it can contribute to a current account deficit.

2. Investment Income Deficit: Another factor contributing to a current account deficit is a deficit in investment income. This occurs when a country's earnings from its foreign investments, such as dividends, interest, and profits, are lower than the income generated by foreign investments within its borders. For instance, if UK companies' overseas investments generate less income compared to foreign investments in the UK, it can lead to an investment income deficit and contribute to the current account deficit.

3. Unilateral Transfers: Unilateral transfers refer to one-way payments made by a country without receiving anything in return. These transfers can include foreign aid, remittances, and other forms of non-reciprocal payments. If the outflows of unilateral transfers from the UK exceed the inflows, it can contribute to a current account deficit. For example, if the UK provides substantial foreign aid to developing countries without significant inflows of remittances or other forms of transfers, it can contribute to a deficit in unilateral transfers and the overall current account.

4. Exchange Rate Effects: Exchange rate fluctuations can also impact the current account balance. A depreciation of the domestic currency can make imports more expensive, leading to an increase in import expenditure and contributing to a current account deficit. Conversely, an appreciation of the domestic currency can make exports more expensive for foreign buyers, potentially reducing export earnings and exacerbating the deficit. Changes in exchange rates can affect the competitiveness of a country's goods and services in global markets and impact the current account balance.

5. Government Policies and Saving-Investment Gap: Government policies and domestic saving and investment patterns can influence the current account balance. For instance, if the government implements expansionary fiscal policies that increase domestic consumption and investment without corresponding increases in domestic savings, it can contribute to a current account deficit. Similarly, if households and businesses have a low saving rate compared to their investment activities, it can widen the saving-investment gap and contribute to a deficit in the current account.

In the case of the UK, there have been instances of current account deficits in recent years. One prominent factor has been the trade imbalance, with imports surpassing exports. For example, the UK has experienced significant import dependence on goods like automobiles, consumer electronics, and energy products. Additionally, the investment income deficit has been a contributing factor, with the UK earning less income from its foreign investments compared to the income generated by foreign investments in the UK. The depreciation of the British pound following the Brexit referendum in 2016 also impacted the current account by increasing import costs. These factors highlight the role of trade imbalances, investment income deficits, exchange rate effects, and government policies in influencing the UK's current account balance.

A Level Economics Essay 12: Current Account Evaluation

 Evaluate the view that a current account surplus is always beneficial to an economy.

The view that a current account surplus is always beneficial to an economy may not be valid and depends on various factors. While a current account surplus can bring certain advantages, it is not necessarily always beneficial. Let's evaluate this view by considering both the advantages and potential drawbacks:

Advantages of a current account surplus:

1. Increased savings and investment: Germany, known for its current account surplus, has a high savings rate. This surplus of savings allows Germany to invest in research and development, infrastructure projects, and education, which contributes to its strong economic performance and technological advancements.

2. Foreign investment and capital inflows: China has experienced significant capital inflows as a result of its current account surplus. Foreign investors have been attracted to China's growing economy and have invested in various sectors, such as manufacturing, technology, and services, contributing to China's rapid economic expansion.

3. Strengthened financial position: Japan has historically maintained a current account surplus and accumulated substantial foreign reserves. These reserves have helped Japan weather economic downturns, provide stability to its financial system, and enhance its reputation as a reliable borrower in international markets.

Drawbacks of a current account surplus:

1. Currency appreciation and reduced competitiveness: Switzerland's persistent current account surplus has led to significant appreciation of the Swiss franc. This has made Swiss exports more expensive and challenged the competitiveness of industries like manufacturing, tourism, and watchmaking.

2. Declining domestic demand: Germany's heavy reliance on exports and its current account surplus have resulted in relatively low levels of domestic investment and consumption. This has led to criticisms that Germany's surplus comes at the expense of its domestic economy, limiting domestic demand and hindering the development of certain industries.

3. Imbalance in trade relationships: China's large current account surplus has triggered concerns from its trading partners, particularly the United States. The perceived unfair trade practices, such as intellectual property theft and currency manipulation, have strained trade relationships and prompted trade disputes between the two countries.

4. Missed investment opportunities: Japan's persistent current account surplus has been accompanied by relatively low levels of domestic investment. Critics argue that Japan should allocate more resources toward domestic sectors like innovation, entrepreneurship, and renewable energy to enhance long-term growth prospects.

These real-world examples demonstrate that while current account surpluses can bring benefits, they also present challenges. It is crucial for policymakers to carefully manage and address the implications of sustained surpluses to ensure a balanced approach to economic growth and development.

A Level Economics Essay 11: Current Account

"Germany runs permanent current account surplus" - Explain why some countries have long-term current account surpluses on their balance of payments.

In simple terms, the balance of payments is a record of all economic transactions between a country and the rest of the world over a specific period. It consists of two main components: the current account and the capital account.

The current account is one of the main components of the balance of payments. It records the flows of goods, services, income, and transfers between a country and the rest of the world.

1. Goods: The current account includes the balance of trade, which represents the exports and imports of goods. For example, Germany's current account includes the value of goods it exports, such as automobiles, machinery, and chemicals, as well as the value of goods it imports, such as raw materials or consumer products.

2. Services: The current account also incorporates the balance of services, which includes income generated from services provided internationally. This includes items such as transportation, tourism, financial services, and consulting. For example, Germany's current account considers the income it earns from providing services like engineering consulting or financial services to other countries.

3. Income: The income component of the current account accounts for the net income earned from investments abroad and investments made by foreigners within the country. It includes items like dividends, interest payments, and profits. For example, if German companies have investments in foreign countries and receive income from those investments, it contributes to Germany's current account surplus.

4. Transfers: The current account also incorporates net transfers, which involve flows of money between countries that are not directly linked to the exchange of goods, services, or income. Transfers can include items like foreign aid, remittances from overseas workers, and grants. These transfers can either contribute to or reduce the current account balance.

The current account balance is determined by the sum of these components. When a country's exports and income from abroad exceed its imports and outward income flows, it results in a current account surplus. This surplus represents a net inflow of funds into the country and indicates that the country is a net lender to the rest of the world.

Germany is known for consistently running a current account surplus, which means its exports and income from abroad exceed its imports and outward income flows. There are several reasons why Germany has been able to maintain this long-term current account surplus:

1. Export-oriented economy: Germany has a strong export sector and is known for its high-quality manufactured goods, such as automobiles, machinery, and chemicals. Its products are in high demand globally, allowing Germany to generate significant export revenue.

2. Competitive advantage: Germany has a competitive advantage in various industries. It has a highly skilled labor force, advanced technology, and a reputation for precision engineering, which makes its products highly sought after. This competitive advantage enables Germany to maintain a strong position in international markets and contribute to its current account surplus.

3. Savings and investment patterns: Germany has a culture of high savings and a focus on investment. Germans tend to have a high savings rate and exhibit a preference for financial security. This leads to lower domestic consumption and a surplus of savings available for investment, both domestically and abroad. The returns on these investments, such as profits and interest payments from foreign assets, contribute to Germany's current account surplus.

4. Strong industrial base: Germany has a well-developed industrial base that supports its export-oriented economy. It has a diverse range of industries, including automotive, machinery, chemicals, and pharmaceuticals, which provide a solid foundation for sustained export performance.

The current account surplus of Germany indicates its success in exporting goods and services, generating income from abroad, and maintaining a competitive position in the global market. However, it is important to note that persistent surpluses can have implications, such as currency appreciation, which can make German exports relatively more expensive and affect the competitiveness of other countries' exports.

The Rupee's Exchange Rate and Declining Dollar Reserves

 

A post-dollar world is coming

 The currency may look strong but its weaknesses are mounting writes Ruchir Sharma in The FT

This month, as the dollar surged to levels last seen nearly 20 years ago, analysts invoked the old Tina (there is no alternative) argument to predict more gains ahead for the mighty greenback. 

What happened two decades ago suggests the dollar is closer to peaking than rallying further. Even as US stocks fell in the dotcom bust, the dollar continued rising, before entering a decline that started in 2002 and lasted six years. A similar turning point may be near. And this time, the US currency’s decline could last even longer. 

Adjusted for inflation or not, the value of the dollar against other major currencies is now 20 per cent above its long-term trend, and above the peak reached in 2001. Since the 1970s, the typical upswing in a dollar cycle has lasted about seven years; the current upswing is in its 11th year. Moreover, fundamental imbalances bode ill for the dollar. 

When a current account deficit runs persistently above 5 per cent of gross domestic product, it is a reliable signal of financial trouble to come. That is most true in developed countries, where these episodes are rare, and concentrated in crisis-prone nations such as Spain, Portugal and Ireland. The US current account deficit is now close to that 5 per cent threshold, which it has broken only once since 1960. That was during the dollar’s downswing after 2001. 

Nations see their currencies weaken when the rest of the world no longer trusts that they can pay their bills. The US currently owes the world a net $18tn, or 73 per cent of US GDP, far beyond the 50 per cent threshold that has often foretold past currency crises. 

Finally, investors tend to move away from the dollar when the US economy is slowing relative to the rest of the world. In recent years, the US has been growing significantly faster than the median rate for other developed economies, but it is poised to grow slower than its peers in coming years. 

If the dollar is close to entering a downswing, the question is whether that period lasts long enough, and goes deep enough, to threaten its status as the world’s most trusted currency. 

Since the 15th century, the last five global empires have issued the world’s reserve currency — the one most often used by other countries — for 94 years on average. The dollar has held reserve status for more than 100 years, so its reign is already older than most. 

The dollar has been bolstered by the weaknesses of its rivals. The euro has been repeatedly undermined by financial crises, while the renminbi is heavily managed by an authoritarian regime. Nonetheless, alternatives are gaining ground. 

Beyond the Big Four currencies — of the US, Europe, Japan and the UK — lies the category of “other currencies” that includes the Canadian and Australian dollar, the Swiss franc and the renminbi. They now account for 10 per cent of global reserves, up from 2 per cent in 2001. 

Their gains, which accelerated during the pandemic, have come mainly at the expense of the US dollar. The dollar share of foreign exchange reserves is currently at 59 per cent — the lowest since 1995. Digital currencies may look battered now, but they remain a long-run alternative as well. 

Meanwhile, the impact of US sanctions on Russia is demonstrating how much influence the US wields over a dollar-driven world, inspiring many countries to speed up their search for options. It’s possible that the next step is not towards a single reserve currency, but to currency blocs. 

South-east Asia’s largest economies are increasingly settling payments to one another directly, avoiding the dollar. Malaysia and Singapore are among the countries making similar arrangements with China, which is also extending offers of renminbi support to nations in financial distress. Central banks from Asia to the Middle East are setting up bilateral currency swap lines, also with the intention of reducing dependence on the dollar. 

Today, as in the dotcom era, the dollar appears to be benefiting from its safe-haven status, with most of the world’s markets selling off. But investors are not rushing to buy US assets. They are reducing their risk everywhere and holding the resulting cash in dollars. 

This is not a vote of confidence in the US economy, and it is worth recalling that bullish analysts offered the same reason for buying tech stocks at their recent peak valuations: there is no alternative. That ended badly. Tina is never a viable investment strategy, especially not when the fundamentals are deteriorating. So don’t be fooled by the strong dollar. The post-dollar world is coming.

The Stock Market is Rigged Against the Working Class

 

Do not blame accounting rules for the financial crisis

Hans Hoogervorst in The Financial Times

Ten years after the outbreak of the financial crisis, there are still persistent arguments about the role that accounting standards may have played in its genesis.

Some critics of International Financial Reporting Standards argue that they gave an overly rosy picture of banks’ balance sheets before the crisis and are still not prudent enough despite improvements since then. These same critics also argue that excessive reliance on fair value accounting, which reflects an asset’s current market value, has encouraged untimely recognition of unrealised profits.

They want to require banks to make upfront provisions for all expected lifetime losses on loans and, presumably, a return to good old historical cost accounting, which values assets at the price they were initially purchased.

Though superficially appealing, these changes would weaken prudent accounting, rather than strengthen it.

The British bank HBOS, which collapsed and was taken over by Lloyds Banking Group during the crisis, has been presented as an example of failing pre-crisis accounting standards. The truth is that HBOS met bank regulators’ capital requirements, and its financial statements clearly showed that its balance sheet was supported by no more than 3.3 per cent of equity. For investors who cared to look, the IFRS standards did a quite decent job of making crystal clear that many banks had wafer-thin capital levels and were accidents waiting to happen.

However, the crisis did reveal that the existing standards gave banks too much leeway to delay recognition of inevitable loan losses. In response, the International Accounting Standards Board developed an “expected loss model” that significantly lowered the thresholds for recognising loan losses. The new standard, IFRS 9, requires banks to initially set aside a moderate provision for loan losses on all loans. This prevents them from recognising too much profit up front. Then if a loan experiences a significant increase in credit risk, all the losses that can be expected over the lifetime of the loan must be recognised immediately. Normally, that will happen long before actual default.

In developing this standard, the IASB did consider whether to require banks to recognise full lifetime losses from day one. We rejected this approach for several reasons.

First, accounting standards are designed to reflect economic reality as closely as possible. Banks do not suffer losses on the very first day a loan has been made, so recording a full lifetime loss immediately is counter-intuitive. Moreover, in bad economic times, when earnings are already depressed, banks would have an incentive to cut back on new lending in order to avoid having to recognise large day one losses. Just when you need it most, the economy would probably be starved of credit.

Second, future losses are notoriously difficult to predict, so any model based on expected losses many years later would be subjective. Before the crisis, Spanish regulators required their banks to provision for bad times on the basis of lifetime expected losses. But their lenders underestimated and were still overwhelmed by the tide of bad loans. This kind of accounting also tempts banks to overstate losses in good times, creating reserves that could be released in bad times. That may seem prudent at first but could mask deteriorating performance in a later period, when investors are most in need of reliable information.

Critics also allege that IFRS has been too enamoured of fair value accounting. In fact, banks value almost all of their loan portfolios at cost, so the historical cost method remains much more pervasive.

Fears that fair value accounting lead to improper early profit recognition are also overblown. IFRS 9 prohibits companies from doing that when quoted prices in active markets are not available and the quality of earnings is highly uncertain. Moreover, fair value accounting is often quicker at identifying losses than cost accounting. That is why banks lobbied so actively against it during the crisis.

This does not mean that the accounting standards are infallible. Accounting is highly dependent on the exercise of judgement and is therefore more an art than a science. Good standards limit the room for mistakes or abuse, but can never entirely eliminate them. The capital markets are full of risks that accounting cannot possibly predict. This is certainly the case now, with markets swimming in debt and overpriced assets. For accounting standards to do their job properly, we need management to own up to the facts — and auditors, regulators and investors to be vigilant.

David Ogilvy’s 20 unconventional rules for getting clients

Regard the hunt for new clients as a sport.Once you land new business, that’s when it’s time to become dead serious — until then — save yourself from dying of ulcers over lost clients. Approach the search for new clients with “light-hearted gusto”. Play to win but enjoy the fun.

Never work for a client so big you can’t afford to lose them.
Why? The fear of losing them, alone, will wreck your life. You will be unable to give candid advice, and “slowly become a lackey”. David Ogilvy once turned down Ford, saying: “Your account would represent one-half of our total billing. This would make it difficult for us to sustain our independence in council.” Landing your ideal client immediately may not be as great for your business as you think.

Take immense pain in selecting your clients.On average, Ogilvy and Mather would turn down about 60 clients every year. You too should be choosing clients before they choose you. The truth is first-class agencies aren’t in high supply. You have the power to select who you work with, so do it carefully.

Only add 1 new client every 2 years.You want to keep the clients you have. For life. That should be your #1 goal. And if you’re working with great clients and keeping them, then you’ll need only a few clients. David Ogilvy also discovered other reasons adding too many new clients hurt his business. Growing too fast led to hiring too fast. This led to not having well-trained staff. That led to diverting too much of his agencies best brain power away from servicing old clients and failing at keeping clients for life. Plus starting new clients off is often the most difficult work; because you’re building everything from scratch. So screw finding new clients, keep old ones.

Only seek clients with a product or service you are proud of. Unlike lawyers and doctors, professionals in the creative field can’t detach themselves from their work. If you privately despise your client’s product or service, you will fail. You need to have a personal fondness for the client you service before you can help them succeed.

Only accept a client if you can improve their existing work. Ogilvy was famous for turning down the New York Times because he“didn’t think (he) could produce better advertisements than the brilliant ones they had been running.” Don’t think you can create better work than what’s already there? Don’t take on the client.

Don’t take on clients whose business is dying. 
This can be tough when you need work, but if a client approaches you who you know won’t be able to stay in business, regardless of if they hire you, don’t take them on. It doesn’t matter how great your work is, nothing you do will make up for their deficiencies. You may be hungry for work, but the success of your clients, ultimately defines you. Your profit margin is too slim to survive a prospective client’s bankruptcy.

Only work for clients who want you to make a profit. Just because you produce results for a client doesn’t mean you will automatically see those profits come your way. Every client service firm treads a thin line between over-servicing clients and going broke, or under-servicing them and getting fired. Make sure your client’s understand that you too are making money — by helping them make money. Make sure they understand you are planning to take a percentage of their profit (however small). Don’t shy away from it and don’t pretend otherwise.

Don’t publicly pursue clients.
If a client announced they were considering hiring Ogilvy, he would withdraw his company from the race. His reason? “I like to succeed in public, fail in secret.”

Avoid contests in which more than four other agencies are involved.It’s way too easy to waste your time in meetings. Especially when you’re on the shopping list of every prospective client. You have other fish to fry — the fish of your current clients. Ideally you wanted to be courted by clients who have no other prospects in mind.

Getting new clients is a solo performance. The person who decides to hire you is almost always the top decision maker at the company. David believed, “Chairmen should be harangued by chairmen.” Additionally, he felt having too many people on sales calls caused confusion. That’s why singularity is an important ingredient in winning accounts.

Remain flexible when selling clients.It’s OK to rehearse for sales calls but David hated speaking from prepared text. A slide deck or written text locks you into a position which may become irrelevant during the meeting.

Tell prospects about your weaknesses.
David picked this up from antique dealers. He realized that when a dealer drew your attention to a flaw in the furniture, he almost always gained your trust. If you do this too — before the client notices your flaws on their own, you will also gain their trust. It will make you more credible when you boast about your strong points.

Don’t get bogged down in case-studies or research numbers.
These things put prospects to sleep. “No manufacturer ever hired an agency because it increased market-share for somebody else.” Clients care about themselves, talk about them.

Explicitly tell clients why they should hire you.The day after a new business a new client meeting, David would send the client a 3-page letter on why they should pick him. Today you can send an equally brief email to help clients make the right decision.

Don’t pay an outside source a commission for new business.David Ogilvy believed the type of clients this brought in weren’t worth the trouble. Today commission-based lead finders include recruiters, head-hunters, and even other freelancers.

Beware of clients who have no budget but a great idea. Even though they might become huge if everything goes well, it’s more likely that things won’t go well. Servicing these companies will be expensive for you and very few of them will ever make it worth your while.

Don’t underestimate personality. The difference between client service firms is not as big as we like to believe. Most can show they produced results that increased sales for some of their clients. Very often the difference in new business depends on the personality of the head of the agency. Know you will win and lose some clients because of your personality.

Fire clients at least 5 times more often than you get fired. 
Always do it for the same reason: if their behavior erodes the morale of the people working on their account. Do not allow this from any client.

Use what you specialize in to find new clients. David Ogilvy created ads selling his ad agency. You should dog-food your own service too. So how does your work help clients? Can it help you in the same way? For example, do you help them find customers by creating content? Create content for your agency. Do you do graphic design? Create infographics for potential clients. The trick will be to not just make thing that you like or impress people in your industry, but to make things that impress potential clients.