Thanks for stopping by. I hope you are well and safely navigating through this chaos. I work with ad agencies who want to keep their business development program running. From full-service business development to communication strategy, prospecting strategy, list building, marketing automation, workshops, training, and support.
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Whether you are amid a pandemic or on the rising slope of an economic boom, your prospecting strategy shouldn't change. Some of the internal parts should, some tactics might, the message and offer, yes, but the fundamentals stay consistent throughout.... Read more →
Your top priority must be to reach more prospects and quickly find those looking for new ideas, new resources, and new agencies. If you were working 10, 50, or 1,000 prospects before, the Ad Agency Prospecting Platform, Winmo, and Sales Navigator are the must-have tools now. Read more →
2020 started with the promise of a robust economy, businesses, brands, and consumers would thrive. With historic stock market gains, lowest unemployment, record sales across the board, ad agencies expected a terrific year. And then it happened, one after another.... Read more →
Does it seem that every time your agency achieves momentum and things begin to click, then boom! Another setback. Market corrections, Industry downturns, the 2007 recession, and now Covid. Boom! You can't catch a break. Yes, you've been through this... Read more →
These are surreal times, yet we are starting to see signs of improvement and hear the experts discuss how and when to open back up. As crass as it may sound, how can your agency take advantage of this crisis... Read more →
Working from home is now the new normal. It used to be a guaranteed path to obscurity within the corporate world. Then it became a trendy option and a growing number of experts started touting the benefits. An ever-increasing pool... Read more →
Wash your hands often. Don’t touch your face. No handshakes. Try the elbow bump, foot bump, or bow. Practice social distancing. Work from home. Stay at home. Pray for a speedy recovery. You know the routine. Flattening the acceleration curve... Read more →
Many people think that cold prospecting is the only tactic for agency growth. Unfortunately, response rates from prospecting have been declining for years. Win rates are low. The investment in people and pitches is high, and the disruption to the... Read more →
When I talk to ad agency leaders about their new business struggles, I hear things like in and outbound marketing, cold calling, referrals, pipeline, and many other tactical challenges. There is no doubt agency business development is hard and getting... Read more →
Marketers say the first thing they do when considering a new agency resource is to ask friends and colleagues for recommendations. Wouldn't it be great to have some influence on those discussions? Wouldn't it be smart to have your own... Read more →
Content will continue to be one of the top marketing tactics, and it should be for agencies as well. How can agencies create lots of good content to market themselves effectively? It seems to be a universal challenge, but it... Read more →
With a little less than a month to go, the clock is running out for any additional revenue this year. At the same time, the holiday season distracts many good prospects from your outreach. It’s an anxious time for business... Read more →
I believe it is more important to know what a marketer wants rather than what an agency wants to tell them. By knowing what they want; their top challenges, pain points, and goals, an agency can adjust their positioning to... Read more →
What will agencies do in 2020 to break through the clutter and capture the attention of those elusive, increasingly skeptical marketers? What can agencies do to separate themselves from the growing herd of competition? How can they make a compelling... Read more →
I help agencies improve their business development and acquire new clients and better clients. Typically, agencies get to a point where their lead sources dry up, inquiries disappear, RFPs stop coming, and people sit idle. We all know that feeling.... Read more →
Strong growth or recession? Increasing ad spend or cutbacks? Data or creativity? In-housing growth or decline? Talent feast or famine? Human or AI? Republicans or Democrats? What will 2020 bring? There are so many variables in the marketplace today, more... Read more →
Sure, many agencies post on Facebook, tweet a bit, and publish on LinkedIn. Some buy keywords, and a few do actual advertising. Any kind of marketing is good, but for the most part, few agencies actually develop a marketing strategy... Read more →
An agency is no different than any other business. It exists to make a profit. As such, business development or sales is no different than other company – in theory. In practice, it is much different. It’s a complex, rapidly... Read more →
I was looking at an agency's Google analytics to see their traffic sources, LinkedIn in particular. In the past 12 months, they got about 52 referrals from LinkedIn. Of those 52, 16 might be valuable – 10 to the home... Read more →
An essential part of any business development program is finding the right prospects. There are many ways to identify potential companies and marketing decision-makers. Finding the right candidates, whether you are adding to your current list, expanding into new territory,... Read more →
