This is My Personal Story In Leading Ad Agency New Business

Michael Gass Fueling Ad Agency New Business

  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 […]

Is The Shoemaker’s Daughter Syndrome Costing Your Ad Agency New Business?

shoe cobbler and ad agency new business

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. […]

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 […]

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 […]

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. […]

CEOs who are social will be the next new thing

Acme Advertising Social Media Ken Henley

Within just the next three to five years, social media is anticipated to rise from the least likely method for CEOs to connect with their audiences to the second highest method, just behind face-to-face interactions. I was recently speaking to a sold out event for the Nashville AMA on the dramatic changes brought upon business […]

A New Approach is NOW Needed for Ad Agency New Business

inbound marketing for ad agency new business

Business development has undergone a major change. New business has historically been a problem for agencies. Most small to midsize agencies have no positioning and no point of differentiation. They look and sound the same. They are often treated as vendors because they lack a positioning of expertise. Most don’t have a target audience thus, […]

2014 The Year of the Social CEO

2014 Year of the Social CEO Michael Gass

Social media is a primary force that is redefining the role of the men and women who oversee the world’s largest companies. Brands no longer ignore social media. The importance of social media on business has dramatically escalated. We have moved through the “hype phase of social media when businesses felt compelled to participate because […]

10 Benefits of Inbound Marketing for Ad Agency New Business

10 inbound marketing benefits

 

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

2015 New Business Conference to be held in Nashville, TN

The Music City Center, Nashville, TN

 

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. 

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.

Continue reading

Social Proof: Use Client Testimonials for Ad Agency New Business

testimonials for ad agency new business

Adding recommendations is one of the easiest ways to empower your new business program.

As part of my consulting work I’m asked to review a lot of agency websites from a new business perspective. Just yesterday I was reviewing the website of a large agency in New York. I wasn’t surprised that I didn’t find a single testimonial from a happy client. A good number of agencies neglect to add this important component to their marketing mix.Continue reading

This is My Personal Story In Leading Ad Agency New Business

Michael Gass Fueling Ad Agency New Business

 

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

How to Craft an Agency PR Plan That Drives New Business

A Plan That Drive Ad Agency New Business

“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

Fuel Lines New Business Conference 2015 to Highlight the New Drivers of Agency New Business

Music City Center, Nashville, TN

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

Workshop: A New Approach for New Business – Chicago

Ad Agency New Business Workshop Chicago

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

How to Use Hashtags for Ad Agency New Business

hashtags for ad agency new business

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

Ad Agency Network: The Brand Establishment

Russ Cornelius The Brand Establishment

 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

Tips For Improving Your Presentation Skills for Ad Agency New Business

speaking for ad agency new business

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