Fueling Ad Agency New Business Through Social Media
Small to mid-size agencies have common problems when it comes to new business:
Any good salesman has to be knowledgeable about the product or service being sold. The more you know about your agency the more confidence you will have. This is a first step for those in business development and is a prerequisite to developing a plan for new business.
Fully acquaint yourself with your agency’s two most important assets: chemistry and creative.… Continue reading
John Winsor, CEO of Victors & Spoils, the world’s first creative (ad) agency built on crowd sourcing principles and former VP/Executive Director of Strategy and Innovation at Crispin, Porter + Bogusky. John addressed the future of advertising agency compensation head on in a recent article, Fees, Lies and Advertising, where he states,
“Businesses act based on the way they are compensated. And, the majority of agencies are compensated by selling their people’s time.
Only 9% of marketers believe traditional ad agencies are doing a good job of evolving and extending their service capabilities.
Marketing has become more complex. Traditional agencies must have new skills and fresh approaches to meet these new challenges. The “More Gain, Less Strain” survey offers a clearer picture on how traditional agencies are being challenged in their retention of client relationships.… Continue reading
I’ve often found that new business development people often lack experience. They also usually have responsibilities other than new business development.
If this is your situation, I’ve pulled together a list of brief steps to help you to get a jump-start for your new position.
1. Develop a SWOT analysis and conduct staff interviews.… Continue reading
Part of Steve Jobs’ 12 Rules of Success: Perform SWOT analysis. As soon as you join/start a company, make a list of strengths and weaknesses of yourself and your company on a piece of paper.
This strategic planning method, when used properly, can be a valuable tool for making decisions, setting strategy, and evaluating courses of action.… Continue reading
Read more about me
An essential component to your agency's new business program is a prospective client data base.
In my opinion one of the most accurate online database of marketing and advertising decision makers is The List. I highly recommend them.
I'm Michael Gass, I'm an author, speaker and a new business consultant to advertising, digital, media and PR agencies.
My social media 'home-base' is Fuel Lines, which in 3 years time grew into an influential business development blog and has been ranked among the top 100 marketing blogs in the world, according to Advertising Age’s, The Power 150.
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