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Every Agency Win Is a Lesson for the Others
I’ve spent many years helping agencies win new business and helping marketers find agencies. During that time, I’ve heard hundreds of agency leaders explain why they believed they won an account. Sometimes it was the…
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Your Agency’s Problem Isn’t Prospecting. It’s Showing Value.
Your Agency’s Problem Isn’t Prospecting. It’s Showing Value. That’s why growth often slows long before anyone notices the real issue. Every few weeks, I end up having essentially the same conversation with a different agency…
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Your BD Process Is a Test Drive
Your BD Process Is a Test Drive I recently read a McKinsey article that, though not about advertising agencies, made me reflect on the agency business development process. The article, “The Surprising Economics of B2B…
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The Pipeline Wasn’t the Problem
The Pipeline Wasn’t the Problem A few years ago, I had a video call with an agency owner who, by most external measures, was doing fine. Revenue was steady. Referrals were trickling in. The calendar…
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What’s different, what’s the same in BD
What’s different, what’s the same in BD Agency business development looks very different from a year ago. Even more so than five years ago. At least on the surface. Underneath, it’s the same animal it’s…
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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…
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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.…
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5 Reasons You Need a Consultant NOW
5 Reasons You Need a Consultant NOW The first half was slow. Declining agency tenure, increasing client turnover, in-housing continues, project relationships, and tighter margins put even greater pressure on the need to add, replace,…
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Is your agency a PRO at new business
No matter how you get there, agencies will eventually have to generate new clients through proactive means. Maybe you’ve been fortunate to have a network of friends who keep sending referrals. Perhaps a campaign you…
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Hug Your BD
It’s almost the end of the year, and we all have a lot to be thankful for this year. While it may seem insignificant in comparison, I think one person doesn’t get the thanks and…
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100 leads in your inbox
I get these every day, as I’m sure you do too. Since I’ve been in this business, the number of people and organizations promising outrageous results has increased exponentially. What’s worse, the number of people…
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Be the One Most Adaptable to Change
The start of a new year usually means a spirit of optimism, possibilities, and a renewed commitment to take your business development program to new heights. But there is nothing usual about this year. The…
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Yes, you should be prospecting now
These are surreal times, yet we are starting to see signs of improvement and hear the experts discuss how and when to open back up. As crass as it may sound, how can your agency…
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What you should do to end the year right
With a little more than a month to go, the clock is running out for any additional revenue this year. At the same time, the holiday season distracts many good prospects from your outreach. It’s…
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I’m too busy to prospect
I help agencies improve their business development and acquire new clients and better clients. Typically, agencies get to a point where their lead sources dry up, inquiries disappear, RFPs stop coming, and people sit idle.…
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Why is ad agency business development different
An agency is no different than any other business. It exists to make a profit. As such, business development or sales is no different than other company – in theory. In practice, it is much…
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Great work. Great people. Great results. Why isn’t that enough
You’ve built a successful agency with great people and award-winning work. Your awesome clients love you and have been loyal for years. You’ve received best place to work awards every year. You’ve got a team…
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It’s the new business postmortem party
Last year is in the rearview mirror and its time to reflect on how we all did. It’s time for everyone to turn their gaze to the new business warrior and ask those piercing questions.…
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Can you talk someone into hiring your agency
The simple answer is Yes and No. After all, marketing execs are people, and people do the craziest things. Think Nigerian Prince with $10,000,000 dollars to deposit in your bank account. So, yes you can…
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How to get real value from your marketing automation
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…