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 […]
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,” […]
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.
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.
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.
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.
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.
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
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.
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 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
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
The role of the agency new business executive is the riskiest position due a dramatic change in the way business is acquired and
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
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
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
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
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
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
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