2014 Outlook Survey: More competition ahead for ad agency new business

Mark Sneider RSW Ad Agency New Business

In a recent survey, 63% of agencies state that there will be more competition for new business. Guest post written by Mark Sneider, Owner/President of RSW/US.  Most agencies seemed to have a good year last year and most of them that we talked to with seemed to be starting out the new year on a […]

Study: 12 Tools That Most Ad Agencies Use for New Business

guide to ad agency new business tools

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 Business Tools: The Definitive Guide,” […]

Report: 2013 New Business Social Media Survey

new business social media agency survey

Almost 70% of agencies surveyed believe that social media is great for new business and 81% believe it to be an efficient tool for networking.  A survey was sent to advertising, digital, media and public relations executives  to assess their attitudes toward social media, where they are finding success, what tools they use and where […]

Survey: Economy Improving, New Business is Up for Small to Midsize Ad Agencies

A total of 430 advertising agency executives participated in the 2010 Advertising Agency New Business Survey. The survey was sent by e-mail to a database of over 10,093 U.S. full service advertising agencies ranging in staff size from 5 to 350 full-time employees. The survey provides an indication of their beliefs, feelings and perceptions regarding agency new business trends in the last quarter of 2010.

Survey: Marketers Top 10 Wish List For Ad Agencies of the Future

A national survey provides insight into what marketers want from their agencies in the next 12 months. The Agency of the Future Survey, sponsored by Sapient. Though this survey was conducted just over a year ago, it is an insightful look back as well as a look forward and still has relevance for agencies today.

Study: The hype is real, social media has arrived in business

The Big Question ad agencies want to know, are businesses actually using social media? A new report shows that the fastest growing private companies are adopting social media at tremendous speed.

Results of My 2009 Readership Survey

Recently I conducted my Fuel Lines: 2009 Reader Survey. A special thanks to all who took time to participate and provide their feedback and insight. This information has already been a big help. A new design for Fuel Lines is already underway as well as a review of current features and needed updates for better communications, resources and tools for ad agency new business.

FUEL LINES: 2009 Reader Survey

I am eager to make my blog better and more relevant to your needs and interests. But to do that, I need your input. That’s why I have created this 2009 Reader Survey.

Survey: A Client’s Perspective on Ad Agencies

Reardon Smith Whitaker (RSW) a lead generation/business development consultancy. Their U.S. managing director, Mark Sneider, recently made me aware of RSW’s third annual “Clients Perspective on Agencies” Survey. Mark thought there would be some good nuggets of in information for FUEL LINE reader

Top 25 Ad Agency New Business Research and White Papers

The top 25 ad agency new business research and white paper reports for 2008 according to our FUEL LINE readers. Each report is provided as a downloadable PDF.

Social Media Isn’t Working for Ad Agency New Business

 

If your agency’s social media participation isn’t developing new business leads, it’s important to know WHY. 

From my experience, most agencies finally got on board with social media in 2010. They created their agency’s blog, Twitter, LinkedIn, Facebook and Instagram accounts and jumped in.

70% of marketers report that social media marketing delivers poor or average return on investment.

Many agencies thought that by merely having a social media presence, it would give them social media credibility.… Continue reading

Podcast: Inbound prospects in 30 days

Inbound Marketing for Ad Agency New Business

How to speed up the process of developing inbound leads for ad agency new business.

I recently had the pleasure of being interviewed by Jake Jorgovan for this episode of his, Working Without Pants Podcast, sponsored by Outbound Creative.

I share in-depth tactics to help agencies with their inbound marketing strategies. A lot of agencies have a hard time seeing new business results from inbound marketing, or success is taking a long time. I show ways that inbound and social media can start creating an impact within 30 days.… Continue reading

8 Primary Problems for Ad Agency New Business

Problems for Ad Agency New Business

 

Agencies have lots of problems when it comes to new business.

Almost my entire career in advertising was spent in business development. I’ve been a consultant to advertising, digital, media and PR firms for over ten years. I’ve worked one-on-one with over 270 agencies. From my experience, new business is becoming more complex and challenging. 

Here are eight of the most common problems of small to midsize agencies and what to do about them:

1.  

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CEOs Can’t Afford to Ignore Social Media

the social ceo

Social media is a primary force that is redefining the role of the men and women who oversee the world’s largest companies.

The importance of social media to business has dramatically escalated. We have moved through the “hype phase of social media when businesses felt compelled to participate because it was such a fad. We have entered a productive phase where companies are starting to crack social’s code to turn it into a genuine marketing advantage.… Continue reading

Attentionomics Needed for Ad Agency New Business

Presentations for Ad Agency New Business

 Every ad agency presentation needs to focus on capturing and keeping your audience’s ATTENTION.

Keeping your audience’s attention is the rule that matters the most.

If you want to reach your audience, you must have something significant to say and be passionate. Genuine passion will attract attention and attention will lead to action.

A lot of agency presentations are nothing but recycled insights or predictable services. They use the same agency speak with nothing note worthy or memorable.… Continue reading

3 Things An Ad Agency New Business Director Needs for Success

ad agency new business training

How ad agencies acquire new business has changed dramatically and that effects the knowledge and skills new business directors need to make it happen.

People who have done this job in the past are struggling. The tenure of a new business director is now two years or less. In a recent survey conducted by RSW/US, only 26% of new business directors were considered successful.

A 4A’s report sited that 90% of agency staff say they have to figure things out on their own due to the lack of training.… Continue reading

To be an effective writer, spend more time planning and less time writing

content marketing for ad agency new business

Successful writers spend 75% of their time in the preparation and editing process and only 25% of their time writing the content.

There are big rewards from content marketing, but it’s also a big challenge. Writing is a process that takes time and effort. Even the best writers have difficulty putting their ideas into words.

Most of us aren’t born with the gift for writing. We have to work at it. 

According to a study conducted by McLuhan and Davies, a Toronto based consulting firm specializing in communications training, effective writers spend:
  • 40% of their time planning
  • 25% of their time writing
  • 35% of their time revising

Less effective writers usually spend:

  • 20% planning
  • 60% writing
  • 20% revising

Here is an easy to follow formula that will help fuel your writing:

1.

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A Fresh Look at How to Market Your Ad Agency for New Business

Marketing Your Ad Agency for New Business

Stop selling your services, that’s not what prospects are buying.

Agency business development programs are often sales focused. They’re built around outbound, interruptive sales tactics that are designed to start engagements with prospective clients. The prospects have little, if any, awareness of the agency or how they’re different from their competitors.

Success in “selling the agency” is proving to be extremely difficult. And when business development isn’t successful, they think the sensible thing to do is to step-up outbound sales.… Continue reading

How to Fuel Ad Agency New Business With Content Marketing

content marketing for ad agency new business

Why is content such a valuable strategy to help ad agencies drum up new business?

I thought I would share a recent interview conducted by content marketer, Andy Baldacci. Andy hosts Hubstaff’s Agency Advantage Podcast where he helps agency owners grow their business.

If you’re skeptical of the value of content marketing for your agency or are worried that it will take too long to get results, this is the episode for you.

Click Here for a full written transcript and to listen to: Fueling Agency New Business With Content

Here are some interview excerpts on the importance of content marketing:

“The average Fortune 500 company has 17 agency relationships.… Continue reading

Boring Presentation Decks Kill Ad Agency New Business

ad agency new business

Delivering a presentation that moves prospects to action STARTS with the presentation deck.

I’ve reviewed hundreds of agency presentations. Could somebody please tell me why great CREATIVE PEOPLE become so BORING when creating a presentation?

PowerPoint and Keynote slides have the ability to empower your presentation or kill it.

Most presentation decks are created using PowerPoint. There are approximately 30 million PowerPoint presentations made each day. Though PowerPoint is the most popular presentation software, it isn’t my favorite.… Continue reading