How agencies can reinvent themselves by developing consulting services to open the door for new business. For too long advertising agencies have been treated as vendors. They claim to be different, but most are pretty much the same and sameness always breeds differentiation based on price. There has been little innovation from agencies to migrate […]
Online information makes researching salary ranges easier than it has ever been in the past. For agencies to grow new business, they have to attract and retain talent. The turnover rate within the industry is over thirty-percent. It’s time for agency owners to get serious about inspiring their employees and keeping them happy. And, according […]
For small to mid-size ad agencies, it’s time to address the cost of creating advertising in terms of time and money. All our clients want to know is this – Can your agency solve my problems quickly and at less cost? Advertising agencies aren’t changing of their own accord, they are being changed. We’ve seen digital […]
The Primary Battle for New Business Has Moved Online.
This is a one-day regional workshop, co-sponsored by Fuel Lines Business Development, The List and The Brand Establishment, will be held on Friday, May 1, 2015, in San Diego, California.
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
Growing your personal brand can greatly boost your agency’s new business opportunities.
It makes sense for the principal to be the face of the agency. Not only are they the least likely to leave, but usually small to midsize agencies are built upon the vision, values and the type of culture that best suites their owners. And, agency owners are critical to new business.… Continue reading
A new model for ad 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.
… Continue reading
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.
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.