Executing Your Agency’s New Business Strategy Requires a System

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 […]

The Future of Ad Agency Promotion at Events Through Social Media

  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 […]

Create a Call to Action for Ad Agency New Business Through Social Media

call to action ad agency new business

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 […]

An Ad Agency’s ‘Buy Local Campaign’ Generates New Business

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.

6 Reasons Why You Should Replace Your Paper Business Cards for Ad Agency New Business

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.

Is the Phone Call an Outmoded Communication Tool?

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.

10 Tips to Create a Consistent Ad Agency New Business Program

10 tips ad agency new business

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.

Ad Age: A List of the Worst Agency Websites for IPhones and IPads

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.

Recycling Older Posts and Articles for Ad Agency New Business

recycle older posts Michael Gass

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

Ad Agency Blog of the Month: JaneNation.com

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.

Ad Agency New Business Workshops

Fuel Lines Business Development

A New Approach for New Business

New business has been a problem historically for agencies. It’s made worse with the paradigm shift in business development. The battle for new business has now primarily moved online.

My epiphany regarding this shift in new business practices came from a CMO study conducted in 2007, 80% of decision makers said they found their vendors not the other way around.

Interruptive type tactics such as cold calling and email blasts are ineffective.Continue reading

The Invisible Sale for Ad Agency New Business

The Invisible Sale for Ad Agency New Business

A step-by-step guide to create a painless prospecting system.

Many agencies have historically struggled with prospecting for clients. Their struggles have been intensified due to the rise of social media, content and inbound marketing. Today’s prospects are more in control of the agency selection process than ever before. Instead of chasing new business, it’s now more important to be found.

Tom Martin has written a helpful guide-book on social selling, it’s called The Invisible Sale: How to build a digitally powered marketing and sales system to better prospect, qualify and close leads. … Continue reading

People You May Know for Ad Agency New Business

people you may know for ad agency new business

LinkedIn’s People You May Know feature helps build a targeted network of prospective clients fast.

LinkedIn is an important new business tool, thanks to its’ People You May Know feature.  It has been rated as the second most helpful LinkedIn feature, enabling users to easily build new relationships with potential clients.

People You May Know provides you with a list of people to connect with using LinkedIn’s secret algorithm. From my personal experience, it seems to factor in your personal LinkedIn activities, along with such things as your existing network, profile information, past workplaces and schools you’ve attended.… Continue reading

Win A Ticket To An Ad Agency New Business Workshop in Orlando

ad agency new business workshop

Enter to win a ticket to a one-day regional workshop, co-sponsored by Fuel Lines Business Development and AAF Orlando.

Here’s your opportunity to join Michael Gass on Friday, February 6, 2015, in Orlando, Florida for this ad agency workshop: A New Approach to New Business.

The battle for new business has moved ONLINE. Interruptive type tactics such as cold calling and email blasts are INEFFECTIVE. It’s now more important to be FOUND than to CHASE new business. 

Continue reading

LinkedIn Publishing for Ad Agency New Business

LinkedIn for ad agency new business

LinkedIn has become an ideal platform to strengthen your professional identity by sharing your insights and expertise.

When I first started using LinkedIn, it was primarily a place to post your resume and get a job or research prospective clients. It has now become much more.

“LinkedIn is opening up our publishing platform to our members, giving them a powerful new way to build their professional brand. When a member publishes a post on LinkedIn, their original content becomes part of their professional profile, is shared with their trusted network and has the ability to reach the largest group of professionals ever assembled.

Continue reading

Workshop: A New Approach for New Business

ad agency new business workshop orlando

The battle for new business has primarily moved online.

This is a one-day regional workshop, co-sponsored by Fuel Lines Business Development and AAF Orlando, will be held on Friday, February 6, 2015, in Orlando, Florida.

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 and implemented in over 200 advertising, digital, media and PR agencies in the U.S., Canada and the UK.… Continue reading

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 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

Study: The Top Reasons CMOs Hire Ad Agencies

drew mclellan ad agency new business

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 Best Pitching Guide Book for Agency New Business

win more ad agency new business pitches

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

The Anatomy of Content Marketing for Ad Agency New Business

anatomy of content marketing for ad agency new business

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