Why are ad agency new business executives performing so badly?

1 john morgan quote

Rainmakers who were good at new business in the past are struggling today. According to a recent Agency-Marketer Business Report from RSW/US, the tenure of a new business director is 2 years or less. Only 26% of new business directors were viewed as successful. Why? I’ve worked face-to-face with more than 200 advertising, digital, media and […]

Study: The Top Reasons CMOs Hire Ad Agencies

drew mclellan ad agency new business

This data will help you think through how you want to position yourself with prospects and what kinds of clients are the best fit for your agency model. This is a guest post written by Drew McLellan. He’s a friend of mine who heads up the Agency Management Institute (AMI), an association of small to medium […]

The Best Pitching Guide Book for Agency New Business

win more ad agency new business pitches

The Levitan Pitch. Buy This Book. Win More Pitches. is the most comprehensive guide for developing a winning pitch management system that I have ever read.  Pitching for new business is costly. A lot of time, money and morale are lost because of poor decisions, bad planning and a lack of adequately managing the pitch process. […]

The Anatomy of Content Marketing for Ad Agency New Business

anatomy of content marketing for ad agency new business

A SMALL agency won BIG business through a strategic content marketing strategy.  Despite their tradition with print-based content marketing, advertising agencies are struggling to understand and convert their content-marketing efforts into actual new business success. Why? Most are doing it wrong. Though many agencies now maintain blogs, the content usually highlights things like awards, hires and client […]

Learn to Say NO for Ad Agency New Business

say no for ad agency new business

To be more successful, you’ll need to be less accessible. Owners of small to midsize agencies are a key to new business. You must manage your time wisely.  Learn to say “no” to the wrong requests and “yes” to the right ones.  This reminds me of the following quote from Michael Hyatt,  author of the New York Times […]

Ad Agency Owners Will Hate This Book But Prospective Clients Will Love It

Jordan Zimmerman Leading Fearlessly

You may not be a fan of Jordan Zimmerman, but you will miss a lot of valuable lessons about new business if you neglect him. I volunteered to read and write a review of Zimmerman’s book, Leading Fearlessly. After I read it, my first thought was, agency owners are going to hate this book. They’ll never […]

The New Business Metrics Behind Successful Ad Agencies

successful ad agency metrics for new business

There ARE strong numbers behind successful advertising, digital, media and PR agencies that are applicable to yours.  Speaker, writer and ad agency consultant, David Baker led in a Fuel Lines’ webinar: “The New Business Metrics Behind a Successful, Growing Agency”. David speaks to, writes for, and consults with the marketing industry via ReCourses, Inc. He’s worked with 800 firms […]

Can You Damage Your Ad Agency’s Brand By Ignoring Yours?

ad agency owners personal branding

“People trust brands that have people they can trust.” Not only will a poor personal brand damage your agency’s brand, I believe a non-existent personal brand does so as well. Steve Farnsworth writes and speaks about how smart companies can effectively integrate social media, PR and content marketing into their marketing mix. He is also the Chief Digital […]

Do Brands Benefit Using a Multiple Ad Agency Model?

benefits of multi ad agency partners

Full service advertising agencies are filled with talented people but often lack specialists that have a much narrower focus of expertise. Consumers, brand marketers and marketing channels have changed and so has the traditional advertising agency. Smaller agencies often possess specialties and a nimbleness that allows them to adapt quickly to a rapidly changing marketing landscape. […]

How to Build a Powerful Presentation Deck for Ad Agency New Business

a presentation deck for ad agency new business

Give your presentations LIFE rather than SUCKING THE LIFE out of your audience. I’ve been speaking publically for more than three decades. Last year, I spoke at conferences, seminars and workshops in over 40 different cities. I’m still a student who continually wants to improve. Presentations are very time consuming and require a lot of hard work. I […]

LinkedIn Publishing for Ad Agency New Business

LinkedIn for ad agency new business

LinkedIn has become an ideal platform to strengthen your professional identity by sharing your insights and expertise.

When I first started using LinkedIn, it was primarily a place to post your resume and get a job or research prospective clients. It has now become much more.

“LinkedIn is opening up our publishing platform to our members, giving them a powerful new way to build their professional brand. When a member publishes a post on LinkedIn, their original content becomes part of their professional profile, is shared with their trusted network and has the ability to reach the largest group of professionals ever assembled.

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Workshop: A New Approach for New Business

ad agency new business workshop orlando

The battle for new business has primarily moved online.

This is a one-day regional workshop, co-sponsored by Fuel Lines Business Development and AAF Orlando, will be held on Friday, February 6, 2015, in Orlando, Florida.

This workshop is designed to help agencies “jump-start” an inbound new business program within 30 days. A step-by-step process that’s been developed and implemented in over 200 advertising, digital, media and PR agencies in the U.S., Canada and the UK.… Continue reading

Why are ad agency new business executives performing so badly?

1 john morgan quote

Rainmakers who were good at new business in the past are struggling today.

According to a recent Agency-Marketer Business Report from RSW/US, the tenure of a new business director is 2 years or less. Only 26% of new business directors were viewed as successful.

Why?

I’ve worked face-to-face with more than 200 advertising, digital, media and PR agencies as they’ve struggled with the changes that have occurred in business development which was brought on by The Great Recession, the worst global recession since World War II.… Continue reading

Study: The Top Reasons CMOs Hire Ad Agencies

drew mclellan ad agency new business

This data will help you think through how you want to position yourself with prospects and what kinds of clients are the best fit for your agency model.

This is a guest post written by Drew McLellan. He’s a friend of mine who heads up the Agency Management Institute (AMI), an association of small to medium sized agencies that has been helping owners grow their agencies since the mid 90s.

This past summer AMI partnered with research firm Audience Audit and Luth Research to conduct an original study exploring the reasons that CMOs and business owners hire agencies, what they’re looking for and how agencies can position themselves for relevance with their target customers.… Continue reading

The Best Pitching Guide Book for Agency New Business

win more ad agency new business pitches

The Levitan Pitch. Buy This Book. Win More Pitches. is the most comprehensive guide for developing a winning pitch management system that I have ever read. 

Pitching for new business is costly. A lot of time, money and morale are lost because of poor decisions, bad planning and a lack of adequately managing the pitch process.

“Approximately half (47% of respondents) of advertising professionals surveyed, by Provoke Insights, say they are dissatisfied with the current internal approach to pitching.”

Pitching doesn’t have to be a crapshoot.Continue reading

The Anatomy of Content Marketing for Ad Agency New Business

anatomy of content marketing for ad agency new business

A SMALL agency won BIG business through a strategic content marketing strategy. 

Despite their tradition with print-based content marketing, advertising agencies are struggling to understand and convert their content-marketing efforts into actual new business success. Why? Most are doing it wrong.

Though many agencies now maintain blogs, the content usually highlights things like awards, hires and client news. It tends to be all about the agency. A primary reason the blog does little to create new business opportunities.… Continue reading

Learn to Say NO for Ad Agency New Business

say no for ad agency new business

To be more successful, you’ll need to be less accessible.

Owners of small to midsize agencies are a key to new business. You must manage your time wisely.  Learn to say “no” to the wrong requests and “yes” to the right ones. 

This reminds me of the following quote from Michael Hyatt,  author of the New York Times bestseller, Platform: Get Noticed in a Noisy World.

Every time I say “no” to something that is not important, I am saying “yes” to something that is.

Continue reading

Ad Agencies: An Infographic On the History of Social Advertising

the history of social advertising

In less than a decade, social media has emerged as a great marketing channel providing opportunities for both agencies and their clients.

My business was made through social media. It was a critical element in building awareness, appeal and opportunities for my services internationally. I started my new business consultancy in 2007, only a year before Twitter was created. This was only a short 2 years after YouTube, 3 years after the launch of Facebook, and 4 years after LinkedIn was founded.… Continue reading

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Content Marketing: Ad Agencies Should Resist the Urge to be self-promotional

content marketing for ad agency new business

Content marketing is the fuel for an inbound marketing strategy for new business, if done the right way.

It is now one of the most effective tactics to attract prospective clients, build their trust and gain a positioning of expertise.

According to a research report by DemandGen, from a B2B buyer survey, 82% of surveyed senior executives said that content was a significant driver in their buying decisions. 

With the rise of content marketing, agencies have jumped on-board creating articles, infographics, photos and videos.… Continue reading