Thanks for stopping by. I hope you are well and safely navigating through this chaos. I work with ad agencies who want to reset their business development program for the new realities of post-covid. From full-service business development to positioning 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 →
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 →
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 →
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 →
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 →
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 →
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 →
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 →
Agencies that struggle to grow face many of the same problems; no time, limited resources, inadequate tools, inconsistent effort, no pipeline, lack of focus, too many misses. It is frustrating because your current clients love you and appreciate the hard... Read more →
It is always a challenge for ad agencies to maintain a consistent new business effort. It usually happens in fits and starts. The team gets busy, a person leaves or many other reasons. The result is a dwindling pipeline, lost... Read more →
It’s that time of year when ad agencies start scrutinizing their business development results and wondering what to do differently in the coming year. Experts predicted this past year would be a breakout year, but many agencies did not reap... Read more →
It’s not uncommon for a new ad agency to launch with some clients from their former agency or with great publicity that brings in new prospects. It doesn’t take long for the agency principals to focus their excitement, passion, and... Read more →
Everyone, no matter what they do, is faced with the same challenge; how should I spend my time most efficiently. Time is our most valuable resource and properly investing it can make the difference between success and something less. Time... Read more →
It’s been my world for more than 20 years. Not as a consultant but in the trenches honing my approach at small, mid-size and large agencies. I know how your prospects want to be engaged and how agencies can succeed. I engage and develop relationships that lead to more clients, more revenue, and a more predictable pipeline. Read more →
Agencies that struggle to grow face many of the same problems; no time, limited resources, inadequate tools, inconsistent effort, unpredictable pipeline, lack of focus, too many misses. It is frustrating because your current clients love you and appreciate the hard work and extra effort you put into their success. Read more →
I’ve seen a lot of sensational headlines appealing to ad agency leadership claiming to offer a winning new business plan and I wonder what that means. What constitutes a winning program? Any agency that doesn’t win new business won’t be... Read more →
It used to be that ad agency business development was a bunch of separate tasks organized in your head, in word and excel, in calendars, post-it notes, scraps of paper and assorted business cards. I pulled out an old file... Read more →
