I always think we can learn a lot from movies. This guest post is from Allison Branen, the self proclaimed “Chicago Ad Girl”

“Apart from the prevalence of handguns and neckties, there are certain similarities between a day in the life at Spade & Archer and a typical ad agency. I realized while watching The Maltese Falcon recently that Humphrey Bogart’s character fulfills many of the same duties and exhibits the necessary traits of an agency’s Client Services Director.

Detective Sam Spade has a client-facing role that requires confidentiality, diplomacy, and the capacity to manage through unexpected changes. He thinks quickly and creatively, puts in long hours, and is fully committed to satisfying the client. Of course, Sam’s underlying goal is to maintain agency profitability.

Some of my favorite lines—arguably among the best movie dialogue ever scripted—provide worthwhile lessons for advertising professionals:

“You paid us more than if you had been telling us the truth, and enough more to make it all right.” If you take on a new account or a project solely because the money’s too good to pass up, it probably won’t be worth it. Also, if you have an inkling the client isn’t burdened by the same sense of ethics as you, proceed cautiously. Sometimes losing a pitch is really a win.

“I don’t mind a reasonable amount of trouble.” Advertising is neither a cushy job nor a predictable one. One key to success in this industry is being able to deal with the unexpected. No amount of research, planning or brainstorming can predict variables such as your client looking at a presumably final execution and asking if it’s too late to start over.

“Here’s to plain speaking and clear understanding.” Many people choose to leverage excessively formal verbiage and utilize industry buzzwords when they’re communicating with clients and coworkers. Whether you’re writing or speaking, editing is essential and brevity is usually best.

“This’ll put you in solid with your boss.” An unspoken yet critical function agencies serve is to make clients look good. Whether it’s educating them on recent social media trends, conducting competitive analyses to identify potential growth opportunities, or developing engaging and effective creative, it’s our job to help them look brilliant to their bosses, shareholders and consumers.

“You’re a good man, sister.” Virtually everything an agency produces results from cross-functional teamwork. No campaign—or even a single component of it—is the work of just one person. So it’s important to acknowledge and appreciate others’ contributions. The team should share the credit or the blame, depending on the outcome.

He is also keenly aware of the importance of company branding. The day after his partner’s murder, Sam instructs his assistant to have Archer’s name removed from the front door of the agency.

Sam Spade endures drama, double-crossing, and working with a client who isn’t always forthcoming with critical information, and manages to get the job done and remain the unwavering hero. Maybe that’s why for so many of us, a career in advertising is “the, uh, stuff that dreams are made of.”