The 2013 Mirren-RSW/US Definitive Guide A helpful resource for any agency owner or employees involved in agency new business. RSW/US and Mirren Business Development co-sponsored a study of tools for new business. They surveyed over 300 agency principals and senior executives to better understand what tools agencies are using and which are the most effective. “New […]
How to simplifying the web design process and provide creative focus specifically for new business. Your agency’s website is an important tool for new business. It is the primary platform for your agency’s credentials, capabilities and case studies. It is the primary platform to showcase your creative work. But, from my experience, most agencies are […]
A recent survey leads to 10 Best Practices for Ad Agency New Business. A mobile-friendly site can help your agency connect with customers and increase new business opportunities but a bad mobile experience can drive your prospects to your competition. Mobile users actively seek out and prefer to engage with mobile-friendly sites. It is now a critical […]
Agency new business does not come from burning ourselves out, grinding ourselves down or using ourselves up. Last year I felt lethargic. I went to my doctor for a checkup. Beyond being overweight and overworked there was nothing physically wrong with me. What I needed was a change of direction. I did a thorough self […]
Don’t wait for a catastrophic loss of data to start properly backing-up and protecting your content marketing investment. I’ve been writing for my agency new business blog for 5 years now. It is my passion and livelihood. But it took an event of lost data to make me as passionate about securing my investment. I […]
A powerful story is your secret to connecting with prospective clients. Developing the ability to craft compelling stories is an important skill set for agency new business. Stories engage attention and inspire action. I have witnessed my fair share of agency presentations. Most provide thorough content based upon good research, but what is often lacking is […]
How to win new business without pitching, reclaim control of client engagements and stop giving away your thinking for free. My friend, John Sharpe, has spent nearly forty years in the ad agency business and the last twenty in business development exclusively. He is a personal friend and mentor with an impressive resume. So when […]
Every agency needs detailed methods, procedures and routines for consistency and success in new business. Small to mid-size agencies have common problems when it comes to new business: They often excuse their inconsistency by being the cobbler’s children who have no shoes. It’s time to visit the shoe store! Acknowledge the importance of new business and […]
It is essential to know your agency inside and out if you want to be successful at 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 […]
A SWOT analysis is a good starting point for someone who is charged with creating new business opportunities for a small to midsize advertising agency, PR firm or digital shop. 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 […]
There is a new model for new business that makes the existing model obsolete.
It may come as a bit of a surprise but, prospects aren’t anxiously awaiting your sales pitch. They’ve heard it a hundred times before from agencies that look, sound and act just like yours.
New business doesn’t have to be so hard. There is a better way that makes it EASIER. Implementing an inbound marketing program will get prospects reaching out to you without having to use the interruptive type tactics of the past.… Continue reading
The inaugural Fuel Lines New Business Conference for advertising, digital, media and PR agencies will be held the booming city of Nashville, Tennessee on October 8-9.
Nashville was recently named among the 15 Hottest American Cities for 2015 and was recently voted by Conde Nast Traveler as one of the top 5 cities to visit.
… Continue reading
“The popularity of the TV show “Nashville” has helped boost tourism. Nashville saw 11.8 million visitors in 2013, and the Nashville Convention & Visitors Bureau is predicting a 10% increase in the number of visitors by 2016.
Business development has dramatically changed and rainmakers of the past have struggled with the changes.
I wanted to publically thank my good friend, Ken Henley, who is a Nashville artist that created my new caricature. Ken and I have known each other for years. We’ve seen a lot of changes within the advertising industry, but none as great as what has occurred over the past seven years.
I’ve been in business development almost my entire advertising career. … Continue reading
“A good plan is like a road map: it shows the final destination and usually the best way to get there.” – H. Stanley Judd, Author, Think Rich
While there are many things that go into a successful ad agency new business program, one that is often overlooked or underutilized is the strategic use of public relations. Whether your agency emphasizes inbound or outbound marketing—or a combination of the two—PR is an important tool that can help you attract attention and generate new business opportunities.… Continue reading
BIRMINGHAM, Ala., Jun. 9, 2015 /PRNewswire-iReach/ – Michael Gass, founder and president of Fuel Lines Business Development, announced the finalization of details for the Fuel Lines New Business Conference 2015, to be held October 8-9 in Nashville, Tennessee. A Super Earl Registration has already begun.
“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. … Continue reading
The Primary Battle for New Business Has Moved Online.
This is a one-day regional workshop, co-sponsored by Fuel Lines Business Development and The List will be held on Friday, July 24, 2015, in Chicago, Illinois.
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 having worked with over 200+ advertising, digital, media and PR agencies.
New business has been a problem historically for agencies.… Continue reading
The use of hashtags within social media creates a great opportunity it improve awareness and reach prospective clients.
Hashtags are words preceded by the hash symbol(#). Twitter users were the first to use hashtags back in 2007 and are still the primary users, but hashtags are now used a lot on other social media platforms such as Facebook, Google +, Instagram, Pinterest, Tumblr and Vine.
Using hashtags is an easy way to make your content searchable.… Continue reading
Guest article written by Russ Cornelius, Managing partner of The Brand Establishment, an association of agencies whose owners are Certified Brand Strategists.
I find it interesting that many agencies still consider brand development as developing a “wow” logo and ensuring that all marketing pieces have consistent messaging and look as if they are from the same organization. From my perspective, a brand strategy must be developed and it must closely align with an organization’s business strategy.… Continue reading
You should be prepared to capitalize on speaking engagements to build a wider network of prospects and to win new clients.
Having an opportunity to speak in front of a highly targeted, interested group of prospects is a very effective form of lead generation. Even if you are speaking for free, the opportunity often times outweighs a fee when it comes to the potential for new business and establishing you and your agency as thought leaders.… Continue reading