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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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What are the barriers to new business today
A rhetorical question. What isn’t a barrier? The pandemic’s impact has reverberated through all aspects of the agency. From people to partners, payment to profit, and everything in between, the results are devastating. Many have…
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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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Get new clients in a post-Covid world
2020 started with the promise of a robust economy, businesses, brands, and consumers would thrive. With historic stock market gains, lowest unemployment, record sales across the board, ad agencies expected a terrific year. And then…
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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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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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I’m working from home
Working from home is now the new normal. It used to be a guaranteed path to obscurity within the corporate world. Then it became a trendy option and a growing number of experts started touting…
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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…
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Are you missing 2 of the 3 channels of agency growth
Many people think that cold prospecting is the only agency growth strategy. Unfortunately, response rates from prospecting have been declining for years. Win rates are low. The investment in people and pitches is high, and…
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Reaching prospects is getting harder
When I talk to ad agency leaders about their new business struggles, I hear things like in and outbound marketing, cold calling, referrals, pipeline, and many other tactical challenges. There is no doubt agency business…
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Influencer Marketing for ad agency new business
Marketers say the first thing they do when considering a new agency resource is to ask friends and colleagues for recommendations. Wouldn’t it be great to have some influence on those discussions? Wouldn’t it be…
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How to create great content for your agency
Content will continue to be one of the top marketing tactics, and it should be for agencies as well. How can agencies create lots of good content to market themselves effectively? It seems to be…
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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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2020 Trends – Marketer Priorities
I believe it is more important to know what a marketer wants rather than what an agency wants to tell them. By knowing what they want; their top challenges, pain points, and goals, an agency…
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2020 Trends – Agency Priorities
What will agencies do in 2020 to break through the clutter and capture the attention of those elusive, increasingly skeptical marketers? What can agencies do to separate themselves from the growing herd of competition? How…
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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.…