Hosting Events is Good for Ad Agency New Business

events for ad agency new business

Hosting your own events gives you control over the attendees, the agenda and the outcome. Networking and trade show events for new business is often a total waste of time. Attendees are focused on their own personal agendas. A more efficient and effective way to spend your time is to host your own events. Hosting events can benefit […]

Five Billion Reasons to Change the RFP for Ad Agency New Business

RFP for Ad Agency New Business

Inspire your clients to abandon the RFP.  The RFP (Request for Proposal) process is the way a lot of clients evaluate and select an advertising or marketing partner and keep prices down. But Cal Harrison, president of Beyond Referrals, states that the RFP process is actually an unsophisticated, and inefficient, process based on questionable science. It actually increases the […]

Persuasive Writing for Ad Agency New Business

Too often good agencies succumb to bad writing. When it’s in high-stakes documents like proposals and client briefs, you put revenue at risk. Emails, proposals, website copy, case studies – they’re all responsible for making a crucial first impression. Yet too easily agencies fall back on jargon, generalizations and wordiness when trying to get their […]

50 Ad Agency New Business Quotes

fifty quotes for ad agency new business

Agency new business is a very tough job. There’s often a lot of rejection associated with the position of business development. It’s difficult to stay optimistic. One thing that helps to inspire me are quotes that I pick up from my reading and from conferences and seminars. They condense wisdom into bite-sized memorable sentences that […]

A Perfect Platform for Ad Agency New Business

A Platform for Ad Agency New Business

For over eight years I’ve prescribed creating a niche blog for agency new business and have helped create over 200 personal blogs for agency principals. A personal blog can provide small to midsize agency owners with a perfect platform to create positioning of expertise and appeal to a very specific target audience. It’s like a fishing […]

Agency New Business Has Dramatically Changed

Michael Gass Fueling Ad Agency New Business

   This is My Personal Story In Leading Ad Agency New Business 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 […]

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?

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 […]

Most Ad Agencies Fail at Negotiating for New Business

ad agencies like lambs led to the slaughter

When it comes to negotiating contracts and service agreements, agencies are terribly naive, like lambs led to the slaughter. 

My friend, Peter Levitan, ran business development and marketing at Saatchi & Saatchi Advertising Worldwide in New York and London, and bought and sold three of his own agencies (including Portland’s Citrus).

Peter has written the most complete ‘how-to-book’ on ad agency pitches I’ve ever read,“The Levitan Pitch. Buy This Book. Win More Pitches.” It’s the definitive how-to guide for every advertising, design, digital and PR agency that wants to increase its odds of winning new accounts.… Continue reading

Hosting Events is Good for Ad Agency New Business

events for ad agency new business

Hosting your own events gives you control over the attendees, the agenda and the outcome.

Networking and trade show events for new business is often a total waste of time. Attendees are focused on their own personal agendas. A more efficient and effective way to spend your time is to host your own events.

Hosting events can benefit your agency in many ways:

1. Replenishes and Grows Relationships

Lasting business relationships don’t just happen. It takes a dedicated amount of time and energy to build them.… Continue reading

Top 10 Agency New Business Articles of 2016

Top Ad Agency New Business Articles

Take a look at the most popular articles of the year.

 Every year we provide a list of articles receiving the most page views of the year that were published on Fuel Lines.

Which topics were the most popular with our readers in 2016?

Here’s the “Top Ten” list of the most-read articles. Some of them were written this past year. Some in previous years (oldies, but apparently goodies, according to our readers).

1. A Perfect Platform for Ad Agency New Business

How a personal blog can provide small to midsize agency owners with a perfect platform to create positioning of expertise and appeal to a very specific target audience.Continue reading

Business Development is the Most Precarious Job in Advertising

ad agency new business is tough

 

The role of the agency new business executive is the riskiest position due a dramatic change in the way business is acquired and the skills rainmakers need to make it happen.

Business development has been dramatically altered. There are many people who have done this job in the past who do not know how to do it well now.

The average tenure of an agency business development director is now as low as two years.… Continue reading

The Strategy and Tools the Top Ad Agencies Use to Win New Business

new business training for ad agencies

Only 26% of agency new business directors are viewed as successful.

According to the same agency-marketer report, the tenure of a new business director is 2 years or less 

To help better understand why agency new business executives are struggling and what they can do about it, I wanted to share a recent Webinar,Selling Less to Win More Agency New Business.” You’ll discover the proven new business strategy and tools that the top 5% of agencies use to win new clients.  Continue reading

What Is Your Lead Generation Process for Ad Agency New Business?

ad agency new business pipeline

Believe it or not, most small to midsize agencies have no consistent process for generating online leads. 

Business development doesn’t have to be so difficult. With a little forethought and the creation of simple steps and processes, you can create a system that will make it much easier to kick-start your online leads.

Here are 7 ideas to help get you started:

1. Consistently Use Lead Generation Platforms

The battle for new business has moved online.… Continue reading

Planning for Ad Agency New Business

Those charged with new business often neglect to plan their work and work their plan.

Agencies are great at analyzing and planning for their clients. But, when it comes to planning for their own new business they balk. It is a strange, but often occurrence. When an agency starts focusing on themselves, it causes their marketing minds to shut down.

Agencies can temporarily get away with no planning.  When needed, they crank up their activities and beat the bushes for new business opportunities.… Continue reading

Build a Community for Ad Agency New Business

Building an engaged online community should NOW be a core responsibility of business development.

The battle for new business has moved online which makes community development indispensable in marketing your agency online. Knowing how to build an online community has become an important skill-set for those charged with agency new business. Community development comes before business development. 

How to Build an Online Community of Prospects

1. Create a Niche Blog

For over eight years, I’ve recommended creating a niche blog for agency new business and have helped create over 200 personal blogs for agency principals.… Continue reading

Improve Ad Agency New business Leads with Authority Marketing

Authority Marketing for Ad Agency New Business

Leverage SEO and expert positioning!

Based on Google patents and documents, which explicitly state that Google prefers experts and authorities. John McDougall, the author of Web Marketing On All Cylinders and The Big Dog Authority Marketing Checklist, will show you how positioning your agency and team members as thought leaders is critical to digital marketing success.

One of the best tools for new business is leads from your website and blog but the days of easy SEO are over.… Continue reading

Use The Right Bait When You Fish For Ad Agency New Business

How to put yourself in front of prospects so they can’t help but find you.

Since 2007, I’ve pioneered the use of social media, content and inbound marketing strategies specifically for agency new business. I originated a system that makes targeting, positioning and differentiation easier and helps agencies to find, attract and engage their best prospects online. I’ve trained over 200 agency CEOs and their senior management teams in all 50 states here in the U.S.… Continue reading