Welcome. 2020 was tough. We lost too many agencies and too many good agency people in its wake. And we’re not out of the woods yet. Predictions for 2021 are encouraging, but we’ll have to work smarter to come out ahead. I help agencies who want to reset their business development program and prospect more aggressively, from outsourced business development to positioning, strategy, list building, marketing automation, training, and more. I want you to get more clients and better clients faster.
Click to schedule a callAgency Prospecting Platform
Are you using marketing automation for your ad agency prospecting? Reach more prospects. Track their engagement. Personalize conversations. Isolate the highest priority contacts so you can focus on closing the best opportunities. Let me set you up with your own ad agency prospecting platform. Click to schedule a call
The hardest part of agency new business is knowing who to go after, when and how. Winmo is the industry's best tool to find people, and the sales intelligence—strategy changes, budget changes, agency changes, C-suite changes, pitch predictions, and more 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.
The ad agency prospecting platform integrates nine essential functions that improve, automate, and accelerate so much of your prospect's journey. Are you running business development and tired of hunting and picking prospects out of a spreadsheet or Google doc whenever... Read more →
A marketing automation platform is nothing more than a tool in the business development toolbox. It is a powerful tool, an essential tool, a time-saving, insight-gathering, results-generating tool, and so much more, yet only a tool. Like any tool, you... 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 →
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 →
