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 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 automations. Easy to configure. So simple to use. Click to schedule a call
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.
2022 was supposed to be the great recovery, yet it is ending much softer than predicted, with a pessimistic outlook for 2023. Experts predict further economic turbulence, with business leaders taking the necessary steps to weather another downturn. The technology... Read more →
If you've been on my site before, you know that I focus on the foundational building blocks of ad agency new business. I believe new business is much like a sport where perfecting the fundamentals is how the best athletes... Read more →
It's almost the end of 2021, and we all have a lot to be thankful for this year. While it may seem insignificant in comparison, I think one person doesn't get the thanks and recognition they deserve—your business development leader.... 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 →
This is a cautionary tale. Today we are all susceptible to hackers, scammers, and other nefarious people. And every day they get better at spoofing their victims. I have received hacked LinkedIn messages urging me to click on the link.... 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 →
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 →
This information is classified Top Secret so marketers won't know what we are up to this year. Last year was tough but now it's a whole new year and things are picking up. We've been on a roller coaster with... Read more →
I just witnessed a valuable lesson and wanted to share. This experience reminded me of others with a very different outcome. And, I expect it is much more pervasive than we think. Too many times it’s a tragic story with... Read more →
You just fired your last BD person. You are ready to hire your first BD person. Everyone in your agency is a BD person. No one in your agency is a BD person. Agencies do business development in a variety... 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 →
Advertising agency business development is a tough job. Statistics show that firms win about 25% of what they pitch. That means they lose approximately 75% and the BD pro is at the tip of that spear. I’ve never heard any... Read more →
It is typical for an agency to have a BD person or a BD team, or for the owner and leadership to have responsibility for agency growth. But does it end there? My favorite quote is from Philip Kotler, “the... Read more →
This information is classified Top Secret so marketers won't know what's coming. The last couple of years have been tough but now its a whole new year and what a year it will be. We've been on a roller coaster... Read more →
Ad Agency business development is too often an individual sport. Even though they have a team behind them, the job ultimately falls on BD, alone, into the wee hours of the night, lost weekends, missed anniversaries, but I digress. The... Read more →
In conversations I’ve had over the years one thing stands out that has never made sense to me. So many times I’ve heard, I don’t want to ask for help because my boss, colleagues, subordinates will think I can’t handle... Read more →
I’ve seen a lot of chatter recently about the death of cold calling. The phone still works. We all answer calls. Cold calling isn’t dead. It’s simply a matter of whether it is right for your business and your sales... Read more →
The goal is to win but when you don’t the next best thing is to understand why so the agency can improve and grow. Surprisingly, many agencies don’t ask why. When they do, it is likely the Business Development person... Read more →
It is often a brisk conversation in the heat of pitch preparation. Should the agency president be in the presentation, in the room, in it at all? According to marketing executives who hire and work with agencies, agency leadership is... Read more →
