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3 different approaches to new business
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…
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Ad Agency content has one primary goal
Content is a critical tool in every marketing plan, and that includes advertising agencies. Marketers get about 60% through their journey before they make any contact with a potential new agency resource and content is,…
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Survey: What do your prospects want to know first
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…
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7 reasons to change your business development approach
I recently surveyed senior-level marketers to get a fresh take on their approach to finding a new agency. A lot has changed in the industry over the last couple of years, and the era of…
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We never had to do business development before
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…
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12-steps to a better new business plan
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,…
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How long does it take to get a new client
Previously, I posted a couple of thoughts about the time required to get a new client once an ad agency starts a focused new business process. This post is part 3 and references actual examples…
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What’s wrong with my ad agency business development
Many agencies are doing business development the same way they did ten or more years ago. Yet the industry has changed so dramatically. Doing the same thing, the same way over and over again will…
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How do you approach organic growth
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…
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Agency new business – the definition of insanity
We are all guilty of being creatures of habit. That’s the way our brains are wired. But it’s not the way we break through barriers. There is profound truth to the old saw, the definition…
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Ad agency new business is a balancing act
Everyone, no matter what they do, is faced with the same challenge; how should I spend my time most efficiently. Time is our most valuable resource and properly investing it can make the difference between…
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Forget outbound. Get your inbound working
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, often fall short. There are two enemies in…
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Don’t let new business control you
Imagine starting your day looking at your prospect opportunity timeline and mulling over which brands you really want to go after and which you don’t. You sip your coffee and think about all the creative…
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How long does it take to get a new client – Part 2
I posted some thoughts on this last year and received a lot of good feedback. To summarize, three key factors influence success, and then there is the exception. The first, according to recent sales statistics,…
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Choosing the right new business help
Agencies that struggle to grow face many of the same problems; no time, limited resources, inadequate tools, inconsistent effort, unpredictable pipeline, lack of focus, too many misses. It is frustrating because your current clients love…
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Subject Matter Experts are New Business Rock Stars
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…
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What’s on your prospects mind
With the increasing clutter in the marketplace, ad agencies will have a harder time getting the attention and time of marketers looking for new resources. Too often our natural inclination is to tell prospects what…
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Ready for a big year
2017 has all the makings of a great year for advertising agencies of every stripe. The economy will continue to grow, and likely to grow in unprecedented ways. Marketers are looking for new ideas and…
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What are your New Year’s resolutions
We all know that on January 1, the gyms will be filled with people earnestly making a commitment to get in shape. The same holds true for advertising agencies. The difference between the agencies that…
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5 ways to change the BD game
Agencies who want an edge should consider new ways to stand out, differentiate and delight their prospects and future clients. In a previous post, Hold onto your clients. Unleash your new business hounds; I covered…