The Business Development Life
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From Chasing Anything to Strategic Business Development
In the fast-paced advertising world, agencies often rely on a whirlwind of short-term new business prospecting tactics, hoping for quick wins in client acquisition. However, a new business engine for agencies to enhance client prospecting, the right clients, is a nuanced, long-term endeavor that demands consistency, discipline, and a sound strategic approach. Forget the short-term…
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Find Your Agency’s “Aha!”
There is no doubt about the importance of understanding the difference between two or more choices. That difference has never been more critical for agencies, but more on that later. Whether between mobile phones, fast food, a date, or an agency, every choice considers the differences. A fundamental marketing responsibility is influencing choice, while a…
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Winning the battle for new clients
As the pace of change continues, agencies must adapt to the ever-evolving landscape to win the battle for new clients. Reports indicate increased difficulty obtaining new business opportunities, necessitating more innovative, efficient, and practical approaches to identify and win new clients. The RSW/US 2023 Agency New Business Report shows that 58% of agencies reported greater…
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Ad agency prospecting platform
Reach more prospects. Guide the journey. Make decisions with data. Track your progress. Convert more clients. Affordable. Easy to use. Powerful. Backed by 20 years of new business experience. All configured to the way your Ad Agency does business development. According to the AAAAs, about 60% of agency members use some form of marketing automation,…
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Winmo. The best tool for agency new business
Full transparency, I’m a big Winmo fan and daily user going way back to when they were the List. I blog about it, speak about it, use it every day and brag about my successes. I want to share a few of the reasons that Winmo gives me a huge advantage over all you non-users.…
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Ad agency business development is hard–It doesn’t have to be
It’s been my world for more than 20 years. Not as a consultant but in the trenches perfecting my craft at small, mid-size, and large agencies selling marketing services, AOR engagements, and everything in between. I bring hands-on experience with many kinds of new client wins that have generated millions of dollars for agency owners.…
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Perfect is the enemy of good
No truer words for ad agencies this time of year. “A good plan, violently executed now, is better than a perfect plan next week.” Gen. George Patton. The clock is ticking. Don’t overthink it. I advocate for new business planning at the start of the 4th quarter using the results of the first three-quarters of…
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The allure of a silver bullet
In the fast-paced, ever-evolving advertising world, staying ahead of the curve is crucial for survival. New trends and techniques emerge daily, promising to revolutionize how we reach potential audiences. It’s tempting to chase these shiny new objects in the hope of generating new clients. But here’s the thing – while evolving and adapting is essential,…
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The ad agency sales cycle
Agency business development is a long game, unfortunately. The average client-agency relationship is about two and a half years. The average CMO tenure is between three and four years. Marketing budgets typically run for 12 months. When an agency targets clients who value the AOR model or brands with a history of long agency relationships,…