"A good plan, violently executed now, is better than a perfect plan next week." Gen. George Patton. No truer words for ad agencies this time of year. The clock is ticking. Don't overthink it. I advocate for new business planning... Read more →
Welcome. I work with agencies who want to rethink their sales approach and prospect more effectively. Whether you are interested in outsourced business development, new business strategy, agency positioning, list building, marketing automation, or training, you can get better new clients faster.
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Agency Prospecting Platform
Are you using marketing automation for ad agency prospecting? My prospecting platform, Constant Contact's Lead Gen & CRM, is the best tool for today’s new business environment. Let me show you how I use it to scale my prospecting with data, behavior tracking, lead prioritization, and time-saving automation. Easy to configure. So simple to use.
Want to know who to go after, when, and how? Winmo is an agency’s best tool to find the right people, and the sales intelligence—strategy changes, budget changes, agency changes, C-suite changes, pitch predictions—at the companies you want. Let me show you my Winmo.
Considering all the changes we’ve witnessed in the last year, what do marketers want from their agency partners today? I’ve collected relevant and informative reports, thought leadership, surveys, and other resources from across the web to help answer that question as you consider your new business strategy.
"A good plan, violently executed now, is better than a perfect plan next week." Gen. George Patton. No truer words for ad agencies this time of year. The clock is ticking. Don't overthink it. I advocate for new business planning... Read more →
In the fast-paced, ever-evolving advertising world, staying ahead of the curve is crucial for survival. New trends and techniques emerge daily, promising to revolutionize how we reach potential audiences. It's tempting to chase these shiny new objects in the hope... Read more →
Agency business development is a long game, unfortunately. The average client-agency relationship is about two and a half years. The average CMO tenure is between three and four years. Marketing budgets typically run for 12 months. When an agency targets... Read more →
The first half was slow. Declining agency tenure, increasing client turnover, in-housing continues, project relationships, and tighter margins put even greater pressure on the need to add, replace, and expand the client base. Yet, many agency owners I talk to... Read more →
It is a common experience. For years, an agency startup thrived on a steady stream of referrals, never having to do proactive business development. The founders had stellar reputations for delivering exceptional results and breakthrough creativity; past clients moved with... Read more →
When you embark on a new business planning process and look at all the time and effort required to develop an effective program, one question is top of mind. How long will it take to get a new client? Whether... Read more →
As the owner of an ad agency, you may have come to realize that staying ahead in the fast-paced world of advertising requires more than just creativity and a strong team. It demands strategic thinking, industry insights, and the ability... Read more →
When you define a target audience for your business development program, you will probably use criteria like CPG, Hospital system, Fintech, or startups with a minimum of $50M in total funding, $100M+ annual sales, 100+ employees, Midwest, $3B+. There are... Read more →
The ad agency sales cycle can be long. The average tenure of an agency-client relationship is about three years. The average CMO tenure is about 3.3 years. What's worse (or better if you have one), according to R3, the Top... Read more →
If you are saying that at this time of year, it will be a tough year indeed. The truth is, almost every agency gets to that point every so often. It may be that your biggest client took all your... Read more →