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 […]
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 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. […]
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 […]
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 […]
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 […]
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 […]
“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 […]
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. […]
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 […]
A new approach is NOW needed for agency new business.
New business has been a problem historically for agencies. It’s made worse with the paradigm shift in business development. The primary battle for new business has moved online.
You never change things by fighting the existing reality. To change something, build a new model that makes the existing model obsolete. Presidential of Freedom Medal Winner, Richard Buckminster Fuller, author, architect and designer.
Fuel Lines New Business Conference 2015 is the agency’s guide to find, attract and engage prospects online through social media, inbound and content marketing.… Continue reading
Consistently creating content is the fuel for an inbound new business program.
With the rise of content marketing, writing has become an important component to new business as the battle for business has moved online. Content has become the magnet that draws in prospective clients and provides a positioning of expertise.
I’ve been writing about business development for eight years. On occasion I suffer from writer’s block. It becomes extremely difficult to produce new articles. I feel hopelessly stuck.… Continue reading
How to Use Social Media to Attract New Business
Gaining new business has always been a challenge for agencies – and now, with the paradigm shift in business development, it’s become tougher than ever.
In a previous new-business CMO study, 80% of decision makers said that they had found their vendors, not the other way around.
Interruptive type tactics, such as cold calling and email blasts, have become ineffective; it’s now more important to be found, rather than to chase new business.… Continue reading
If you’re suffering from the Shoemaker’s Daughter Syndrome, you may want to consider closing the gap between what you recommend for clients and what you use for your own purposes.
Guest article by Gerry Black, Direct Response Copywriter/Marketing Consultant.
Over the years, I have come across many clients and agency owners who exhibit this classic disconnect phenomenon.
Most people have heard the reference to the Shoemaker’s Daughter Going Barefoot, sometimes referred to as the Cobblers’ Children Going Barefoot.… Continue reading
A New Approach for New Business
New business has been a problem historically for agencies. It’s made worse with the paradigm shift in business development. The battle for new business has now primarily moved online.
My epiphany regarding this shift in new business practices came from a CMO study conducted in 2007, 80% of decision makers said they found their vendors not the other way around.
Interruptive type tactics such as cold calling and email blasts are ineffective.… Continue reading
A step-by-step guide to create a painless prospecting system.
Many agencies have historically struggled with prospecting for clients. Their struggles have been intensified due to the rise of social media, content and inbound marketing. Today’s prospects are more in control of the agency selection process than ever before. Instead of chasing new business, it’s now more important to be found.
Tom Martin has written a helpful guide-book on social selling, it’s called The Invisible Sale: How to build a digitally powered marketing and sales system to better prospect, qualify and close leads. … Continue reading
Enter to win a ticket to a one-day regional workshop, co-sponsored by Fuel Lines Business Development and AAF Orlando.
Here’s your opportunity to join Michael Gass on Friday, February 6, 2015, in Orlando, Florida for this ad agency workshop: A New Approach to New Business.
… Continue reading
The battle for new business has moved ONLINE. Interruptive type tactics such as cold calling and email blasts are INEFFECTIVE. It’s now more important to be FOUND than to CHASE new business.
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