A plan is just a plan, wishful thinking, until it is executed. How many annual planning meetings has your agency gone through the motions of creating a strategic new business plan only to have it fail in its implementation? Maybe next year, instead of focusing so much attention on the plan, use annual planning to […]
Social media can enhance your special event experience and make networking for new business easier. Without a doubt an industry trade show or conference has been a beneficial professional networking event for business opportunities. Social media has transformed these events and taken them to a new level. “I think social media is changing the […]
A strong Call-to-Action is needed to convert your blog’s visitors into new business opportunities. The most important key to converting your agency’s blog visitors into leads is to have a “call-to-action”. A strong call to action is a clear, simple and compelling offer that persuades your readers to take the action you want. Just having a […]
Park Howell, president of Park&Co, a full service agency that specializes in environmental marketing, provides a successful promotional campaign example for how he built awareness for his agency … by promoting its competition.
The traditional method of networking with business cards is one of the most cost effective means of marketing your agency but the online version provides greater opportunities for new business. Online business cards allows an easier and more efficient way to share, receive, organize and even track your cards than their printed counterpart.
A growing number of persons consider phone calls to be interruptive and annoying. The phone call is rapidly fading as a generation of e-mailing, followed by an explosion in texting and social media, has pushed the telephone conversation into serious decline.
Your agency’s new business program must be sustainable at the times when your agency is at its busiest. Too often new business development is put on the back burner until existing business decreases and a downturn begins. That creates a roller coaster effect on your agency’s pipeline of prospects which impacts agency income and causes you to accept the wrong type of client, from the wrong pool of prospects which do not fit your agency’s strengths and core competencies.
Attention Agencies: You provide a sweet target for your competition if you don’t practice what you preach and aren’t doing for yourself what you recommend for clients. The McKinney agency, Durham, NC, recently created some positive press for themselves while creating a firestorm around some of the biggest advertising agencies websites.
Older posts and articles can still be recycled for ad agency new business. Keeping older content alive can also generate a tremendous return on your time investment. Some of the most helpful tips on blog writing I have found online from resources as old as 1996
Out of a a group of 38 ad agencies blogs Jane Nation, was selected as Fuel Lines’s Blog of the Month for the month of April capturing 42% of the votes casts. Jane Nation was built to tap into the minds of females and includes blogs, forums, quizzes, polls, and other micro communities called sisterhoods. It was cleverly launched and is powered by St. John & Partners, a full-service, privately held advertising agency based in Jacksonville, Florida. The site has created some national buzz and will no doubt provide some great new business opportunities for this MAGNET Global Agency.
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.
I’ve worked face-to-face with more than 200 advertising, digital, media and PR agencies as they’ve struggled with the changes that have occurred in business development which was brought on by The Great Recession, the worst global recession since World War II.… Continue reading
This data will help you think through how you want to position yourself with prospects and what kinds of clients are the best fit for your agency model.
This is a guest post written by Drew McLellan. He’s a friend of mine who heads up the Agency Management Institute (AMI), an association of small to medium sized agencies that has been helping owners grow their agencies since the mid 90s.
This past summer AMI partnered with research firm Audience Audit and Luth Research to conduct an original study exploring the reasons that CMOs and business owners hire agencies, what they’re looking for and how agencies can position themselves for relevance with their target customers.… Continue reading
The Levitan Pitch. Buy This Book. Win More Pitches. is the most comprehensive guide for developing a winning pitch management system that I have ever read.
Pitching for new business is costly. A lot of time, money and morale are lost because of poor decisions, bad planning and a lack of adequately managing the pitch process.
“Approximately half (47% of respondents) of advertising professionals surveyed, by Provoke Insights, say they are dissatisfied with the current internal approach to pitching.”
Pitching doesn’t have to be a crapshoot.… Continue reading
A SMALL agency won BIG business through a strategic content marketing strategy.
Despite their tradition with print-based content marketing, advertising agencies are struggling to understand and convert their content-marketing efforts into actual new business success. Why? Most are doing it wrong.
Though many agencies now maintain blogs, the content usually highlights things like awards, hires and client news. It tends to be all about the agency. A primary reason the blog does little to create new business opportunities.… Continue reading
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 bestseller, Platform: Get Noticed in a Noisy World.
… Continue reading
Every time I say “no” to something that is not important, I am saying “yes” to something that is.
In less than a decade, social media has emerged as a great marketing channel providing opportunities for both agencies and their clients.
My business was made through social media. It was a critical element in building awareness, appeal and opportunities for my services internationally. I started my new business consultancy in 2007, only a year before Twitter was created. This was only a short 2 years after YouTube, 3 years after the launch of Facebook, and 4 years after LinkedIn was founded.… Continue reading
Content marketing is the fuel for an inbound marketing strategy for new business, if done the right way.
It is now one of the most effective tactics to attract prospective clients, build their trust and gain a positioning of expertise.
According to a research report by DemandGen, from a B2B buyer survey, 82% of surveyed senior executives said that content was a significant driver in their buying decisions.
With the rise of content marketing, agencies have jumped on-board creating articles, infographics, photos and videos.… Continue reading