The Business Development Life
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Is Ad Agency BD Harder Today
Is Ad Agency BD Harder Today Is ad agency business development harder today than ten years ago? The 80:20 rule suggests so. In a recent discussion with a friend in the business, we found ourselves at opposite ends of the spectrum. To delve deeper, I reached out to thirty agency owners and GMs. The results…
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2nd Half Agency Growth Playbook
2nd Half Agency Growth Playbook Missing your first-half forecast is a tough pill to swallow. Your passion-driven new business goals are starting to feel more like pipe dreams. The pressure is mounting to turn things around in the second half before the year is a complete write-off. No worries. I’ve got some ideas for your…
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10 Agency Growth Tactics
10 Agency Growth Tactics Let’s say you completed my CORE Identity Exploration process and have your manifesto, brand narrative, anthem, positioning, messaging, and sales copy in hand. Now, what do you do? Most agency consultants hand you the deck and say goodbye, leaving the rest up to you. Not me. I take the results and…
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From Chasing Anything to Strategic Business Development
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…
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Find Your Agency’s “Aha!”
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…
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Winning the battle for new clients
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. Agencies that think cold prospecting will start generating results…
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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
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…
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The Allure of a Silver Bullet
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 –…