A new business director for an ad agency is a unique breed of person. They are responsible for the activities that most agency principals, creatives and even account service execs hate, selling the agency. This lack of internal expertise and passion has fueled a growing trend of outsourcing new business development, particularly among smaller to midsize ad agencies. Below is an outsourcing article that is worthy of discussion.
“Outsourcing New Business Development The invisible trend”, By Matt Duffy Editor, DailyVista.
According to Duffy, outsourcing may be the biggest trend in ad agency business development that no one’stalking. European agencies have been increasingly outsourcing their sales departments for the last decade, and a few American firms are now offering the service.
“The problem with employing someone in house to do the outreach is that their cost, plus the costs of data, plus the license to use trackable email soon escalates to the point where it is more cost effective to use an external consultancy … An external consultancy also has more ‘ears to the ground’ than an internal source.” – Adam Whittaker, RSW
The combination of financial savings plus business intelligence and expertise makes for outsourcing an appealing option for small-to midsize agencies.