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 →
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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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 →
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 →
Agencies need new clients to survive and better clients to thrive. That's it. No need to read further unless you aren't sure what the right approach is for your agency. There are two general approaches for ad agency growth. The... Read more →
I’ve heard from many agency owners about their experience blogging. It's often not very good. For many, blogging is hard, time-consuming, frustrating, and even with the best intentions, gets derailed by other priorities. Add to that our natural inclination to... 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 →
There is ample data available about the B2B buyer and their process for discovering new resources. Marketers searching for a new agency are no different although some agency leaders tell me they disagree. Agency search is a whole different animal,... 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 →
It’s that time of the year when ad agencies begin to plan next year’s new business strategy. More likely, not. Too often the right intentions get pushed aside for client work, staff turnover, personal emergency, and many other good reasons.... Read more →
When people talk about agency growth, they usually start with prospecting. You invest in people, technology, and resources to gain new clients and more revenue. You might even hire a consultant like me. Prospecting for new business is a critical... Read more →
It is a common dilemma. You get into a review or a conversation with a marketer, and you have little or no current category-specific work to show. Your best case studies or your only cases are in other categories. You... Read more →
The success of inbound marketing has always been vexing. But when it comes to ad agencies, the very people who make their clients’ the best content marketers, they often fall short. There are two enemies in the battle for inbound... 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 →
Every new business pro will reach out to people who don’t know them. Those unsuspecting prospects often wonder why is this person is reaching out to me? When you make a cold contact, it is inevitable that the question will... Read more →
Advertising agency business development has often been the task of a junior account person, primarily an order-taker or a salesperson, someone from a traditional sales role in media or other services. We often argue about whether it’s better to be... Read more →
There are three primary sources for new business and healthy agencies generally grow in three ways equally. The first is prospecting which accounts for about a third of new revenue. The second is organic growth among existing clients which contributes... Read more →
With the increasing clutter in the marketplace, ad agencies will have a harder time getting the attention and time of marketers looking for new resources. Too often our natural inclination is to tell prospects what we want them to know.... Read more →
We all know that on January 1, the gyms will be filled with people earnestly making a commitment to get in shape. The same holds true for advertising agencies. The difference between the agencies that struggle and those that grow... Read more →