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The AI revolution is on fire
The AI Revolution is On Fire I prompted ChatGPT to write this post in May, 2023. More on that later. See what you think of the quality of AI over a year ago and image…
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Win before the pitch
Pitching new business is the oxygen that keeps agencies alive. Ask any agency leader, and you’ll probably hear how much they hate it. It’s disruptive, costly, mismanaged, unfair, and many other NSFW comments will ensue.…
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What are the forces that will influence prospects in 2023
2022 was supposed to be the great recovery, yet it is ending much softer than predicted, with a pessimistic outlook for 2023. Experts predict further economic turbulence, with business leaders taking the necessary steps to…
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New business planning for 2023
While there is a lot of 2022 left, 2023 is closing in fast. What is the industry focused on in 2023? Social justice, DEI, ESG, climate change, or are these now old news in the…
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Has the marketer’s journey changed
It’s a topic of great interest across the marketing spectrum. How has consumer behavior changed post-pandemic? Many have attempted to answer this question, and those answers all lean in one direction. The change is digital.…
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Do you know who your audience is
It seems like a funny question to ask an ad agency. After all, agencies are in the business of defining target audiences for their clients. Agencies rely on well-articulated criteria that guide almost everything they…
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The unintended consequences of success
If you’ve been on my site before, you know that I focus on the foundational building blocks of ad agency new business. I believe new business is much like a sport where perfecting the fundamentals…
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3 post-pandemic prospecting insights
With Q1 well in hand, business development pros continue to see and feel the effects of covid on their ad agency prospecting process. I spoke with an agency BD leader the other day who lamented…
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What’s in your BD strategy
What should agencies expect in the new year, and what can they do to prepare? A lot changed all around us. Extreme business pressures have shortened CMO tenure, applied even greater pressure on marketing performance…
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A marketer’s mindset
Whether you’re selling ad agency services or accounting software, knowing what your prospect is looking for and what’s behind their quest for a solution is the holy grail. Your prospect may say they are looking…
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Welcome to the Prospecting Matrix
Two of the most significant barriers to ad agency new business success are time and resources, and this past year has made those barriers even worse. No matter how an agency handles new business, it…
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Are you tired of being ignored
Marketers are looking for new agencies right now. Recent research suggests as many as half are planning to make changes. They may hire search consultants, visit agency search websites, or do it on their own.…
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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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Short term thinking is the headline
2020 is over, and what a year it was. Despite the pandemic, economic crash, social unrest, and a presidential election that continues to drag on, most agencies have managed to hold on, and many of…
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Consider this in your prospecting strategy
As you hunker down to finish out the year with whatever success you can muster, you’ve also got to plan your business development strategy for 2021, incorporating all the changes that have occurred since the…
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New business planning time
I’m going to bet you feel the same way today as you did under your mask. 2022 – 2023 hasn’t been easy. Pre-pandemic, the possibilities were exciting, then the darkest months prevailed, and now we…
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Your prospecting strategy doesn’t change
Whether you are amid a pandemic or on the rising slope of an economic boom, your prospecting strategy shouldn’t change. Some of the internal parts should, some tactics might, the message and offer, yes, but…
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Do these 3 things right now
Your top priority must be to reach more prospects and quickly find those looking for new ideas, new resources, and new agencies. If you were working 10, 50, or 100 prospects before, the Ad Agency…
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Everything has changed, and nothing has changed
Does it seem that every time your agency achieves momentum and things begin to click, then boom! Another setback. Market corrections, Industry downturns, the 2007 recession, and now Covid. Boom! You can’t catch a break.…
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Covid-19: a new New Business reality
Wash your hands often. Don’t touch your face. No handshakes. Try the elbow bump, foot bump, or bow. Practice social distancing. Work from home. Stay at home. Pray for a speedy recovery. You know the…