What is fascinating about the ad business is that new business people come in all shapes and sizes. Each can be as successful as the other or succeed in one place and fail in the next. New business is often... Read more →
You’ve built a successful agency with great people and award-winning work. Your awesome clients love you and have been loyal for years. You’ve received best place to work awards every year. You’ve got a team of superstars who keep the... Read more →
One of the hottest trends over the last ten years is blogging and its impact on marketing is profound. At a recent agency seminar, I had a surprising number of agency leaders ask me if I knew of any agencies... Read more →
There are tens of thousands of advertising agencies selling the same products and services. Almost as many of them claim to be unique, different or better using mostly the same words as the others. It is one of the most... Read more →
Last year is in the rearview mirror and its time to reflect on how we all did. It’s time for everyone to turn their gaze to the new business warrior and ask those piercing questions. Is new client revenue up?... Read more →
Knowing your prospect better than the rest shifts the relationship from selling to partnering. It is an essential factor in winning new business and that understanding centers around their challenges and concerns, their market conditions and business environment, and what... Read more →
The ad agency prospecting platform integrates nine essential functions that improve, automate, and accelerate so much of your prospect's journey. Are you running business development and tired of hunting and picking prospects out of a spreadsheet or Google doc whenever... Read more →
The change over to the new year is not the time to be planning your business development strategy, yet so many agencies do just that. It is like a retailer planning next year’s product assortment during the holiday rush. It... Read more →
The simple answer is Yes. After all, marketing execs are people, and people do the craziest things. Think Nigerian Prince with $10,000,000 dollars to deposit. So, yes you can talk certain people into hiring your agency using charm, an infectious... Read more →
If you've got your new business plan set, kudos. You are in rare company. Too often the right intentions get pushed aside for client work, staff turnover, personal emergency, and many other good reasons. Fall turns to winter, and you... Read more →
By now your 2019 new business plan is complete, approved, and ready to go. If not read this article. Your priorities for next year are probably the same as this year. Prospect smarter. Pitch better. Stay focused. Subscribe to an... Read more →
Last week I talked to a young, aggressive agency owner who wanted to grow fast and thought the best way was to create a conceptual campaign to take around to marketers in hopes of selling it to someone. The owner... Read more →
A marketing automation platform is nothing more than a tool in the business development toolbox. It is a powerful tool, an essential tool, a time-saving, insight-gathering, results-generating tool, and so much more, yet only a tool. Like any tool, you... Read more →
Marketing automation platforms (MAP) are powerful tools for marketers of all kinds including ad agencies, but its promise is far from realized. 2017 data shows that 67% of marketers currently use some type of marketing automation platform and that number... Read more →
Harsh words to hear but true. When you’ve been invited to talk to a prospect, there is only one reason why. They are interested in what you can do for them not what kind of agency you are or how... Read more →
Margaret Thatcher said it best, “Plan your work for today and every day, then work your plan.” Great advice for ad agency owners and anyone running a business, especially those running business development. It seems a bit surprising that so... Read more →
The start of a new year means an all-out scramble for new business. Missed opportunities, lost pitches, even lost clients last year put the pressure on the new business team to make up for the missed forecast. Panic sets in.... Read more →
Marketing leaders today say 34% of their budget is spent on channels they didn’t know existed five years ago. 75% say they own or share responsibility for the P&L, a complete change to what was primarily a promotional role a... Read more →
Ad agencies have to bring on new clients to survive. The average client-agency relationship is down to about 2.8 years on average. Increasingly agencies are being hired for projects that last months rather than years making it harder to sustain... Read more →
The right tool for the job is as accurate today as it ever was. However, what is the right tool for ad agency business development – today? Your process should determine what tools are best, and business development processes vary... Read more →
John Heenan | agency growth consultant
