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.
Today you should stay in touch with your prospects, clients, suppliers, partners, and network. I can set up and automate all your communication activities in days. Implement a message strategy that demonstrates you are in this fight together. Share your expertise on what to do and what to say during this rapidly changing environment. Despite feeling helpless, there are many things you can do to retain relationships and help navigate through the uncertainty.
I want to help you get through this and come out prepared to win more clients and better clients. Click To Schedule A Call
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 15 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 →
Agencies who want an edge should consider new ways to stand out, differentiate and delight their prospects and future clients. In a previous post, Hold onto your clients. Unleash your new business hounds; I covered the historic competition expected next... Read more →
The first thing everyone thinks about when you mention advertising agency business development is prospecting – the attempt to intersect need out in the wild. Book after book tells us how. Consultant after consultant shows us how. Tools and databases... Read more →
Before you ever think about who to put on your prospect list, you have to know what your agency has to offer that’s different from your competition because that has a big influence on who should be on your prospect... Read more →
No doubt you are in the 4th quarter scramble to capture everything you can from your current clients before the buzzer sounds. At the same time, you try to schedule meetings with your leadership to strategize growth in 2017. But... 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 →
August is prime summer vacation month, and most prospecting activity slows to an agonizing halt. Prospects are on the beach, toes in the sand recharging for the all-important fourth quarter. This is the time when most BD people question their... Read more →
