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 […]

Facebook IS the Media for Ad Agency New Business

facebook for ad agency new business

Facebook has become an important element in our daily lives it is also important for new business. If you aren’t sharing your content on Facebook, you’re missing out on a big opportunity. Why? “Facebook has over a billion users, and according to a Pew study, 72% of American adults use it.” Of the approximate 1.6 billion […]

How Storytelling Can Drive Your Agency New Business

Park Howell Ad Agency New Business Training

“We need to stop SELLING and start TELLING.” Your agency is probably already pretty good at storytelling. But how about story-teaching? Park Howell founded Park&Co, an award-winning brand and creative consultancy, in 1995 in Phoenix, Az. The agency ignites the growth of purpose-driven people, products, companies and causes through the power of storytelling. Park was […]

Ad Agencies: How to Lose the Fear of Positioning

Thought Leader Survey for Ad Agency New Business

Creating and maintaining agency new business is often harder than it should be because one key ingredient is often missing. I was recently included in RSW/US Thought Leader panel. Along with providing questions for their Thought Leader survey, each panelist provided Agency New Business advice and participated in an interview with RSW/US Owner and President, Mark […]

Marketing Your Ad Agency Should Be A Priority for New Business

Douglas Burdett ad agency new business

Prospective clients shouldn’t hire a marketing agency that can’t market themselves. I wanted to share some excerpts of an interview conducted by Jami Oetting, content strategist for Agency Post, an online publication for agency professionals. The subject of the interview is Douglas Burdett, former artillery officer, Madison Avenue ad man, stand-up comedian and the principal of […]

The Indispensable Ad Agency

Paul Roetzer New Business Conference

How Marketing Talent, Technology and Strategy Gaps Present Invaluable Opportunities for Agency Growth “The marketing services industry is in a state of flux. As CMOs navigate the marketing talent gap, they are increasingly seeking performance-driven agency partners that are immersed in marketing technology and staffed with digital-savvy professionals. SMBs need partners that can deliver fully integrated […]

Personal Brand Development Benefits Ad Agency New Business

personal branding and ad agency new business

Growing your personal brand can greatly boost your agency’s new business opportunities. It makes sense for the principal to be the face of the agency. Not only are they the least likely to leave, but usually small to midsize agencies are built upon the vision, values and the type of culture that best suites their owners. And, agency owners […]

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 […]

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 […]

Content Marketing: Ad agencies should resist the urge to be self-promotional

content marketing for ad agency new business

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 […]

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

fishing

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

A Call To Action for Ad Agency New Business

calls to action for ad agency new business

A call to action is an important element for generating inbound leads.

Inbound marketing earns the attention of prospects and makes your agency easy to be found primarily through content. By creating interesting and helpful content, written for a specific audience, you help draw prospects to your site.

Website traffic is very important. It’s the initial step, but you don’t want prospects to just read your content, you want to ignite engagement with them. To do this you must spend time developing a strong and clear call-to-action (CTA).… Continue reading

3 Things Ad Agencies Need for New Business

positioning for ad agencies for new business

A “Brand” New Day for Agencies

It’s a new day for agencies and for clients.  Agencies have been notorious for not creating their own articulated brand, but today we all need a differentiated brand just like our clients.

You can “do” a lot of things, but you can only be “famous” for one thing.

Agencies need three things for new business success:

  1. Positioning
  2. Marketing
  3. Network

Learn how Jamie Dunham and her Brand Wise group developed their own agency positioning – Marketing to Women, and how they use social media to tell their story.… Continue reading

Drive Ad Agency New Business With A PR Plan

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The Art of Telling Your Agency Story for New Business

Don Beehler is a public relations/communications consultant to advertising agencies throughout the nation. His career includes agency, corporate communications and journalism experience, and he has worked with news media from local to international levels. Don has also co-authored or ghost written three books for clients.

The idea for this blog, The Art of Telling Your Story, primarily focuses on providing ad agencies with PR tips, tactics and tools — came from results of a survey he read several years ago about the tasks small- to medium-sized ad agencies would most like to outsource.… Continue reading

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 cost of buying professional services as well as decreases the probability of selecting the right provider.… Continue reading

Facebook IS the Media for Ad Agency New Business

facebook for ad agency new business

Facebook has become an important element in our daily lives it is also important for new business.

If you aren’t sharing your content on Facebook, you’re missing out on a big opportunity. Why?

“Facebook has over a billion users, and according to a Pew study72% of American adults use it.”

Of the approximate 1.6 billion users, 30% get news from their Facebook site. That is an audience of approximately 73 million adults here in the U.S.  … Continue reading

How Storytelling Can Drive Your Agency New Business

Park Howell Ad Agency New Business Training

“We need to stop SELLING and start TELLING.”

Your agency is probably already pretty good at storytelling. But how about story-teaching?

Park Howell founded Park&Co, an award-winning brand and creative consultancy, in 1995 in Phoenix, Az. The agency ignites the growth of purpose-driven people, products, companies and causes through the power of storytelling. Park was named Advertising Person of the Year in 2010 by the American Advertising Federation of Metro Phoenix. The following year, his agency was recognized among the Top 10 Impact Companies in Arizona by the Phoenix Chamber of Commerce.… Continue reading

How to Read a Book a Week for Ad Agency New Business

Reading for Ad Agency New Business

How to read 10 times more books in a fraction of the time. 

If you’re serious about content marketing, know that reading fuels your writing.

Content marketing is proving to be beneficial for gaining a positioning of expertise and thought leadership. It can improve current client perceptions and aid in client retention. It has also become the magnet for generating online leads and creating new business opportunities without having to pitch for them.

To consistently provide content that is of value to your target audience, you must have a good reading program.… Continue reading

Ad Agencies: How to Lose the Fear of Positioning

Thought Leader Survey for Ad Agency New Business

Creating and maintaining agency new business is often harder than it should be because one key ingredient is often missing.

I was recently included in RSW/US Thought Leader panel. Along with providing questions for their Thought Leader survey, each panelist provided Agency New Business advice and participated in an interview with RSW/US Owner and President, Mark Sneider. RSW/US is a full service, outsourced business development group for agencies.

Although each panelist presented different questions for the survey, a common thread across many of them centered on the need for an agency to have strongly differentiated positioning.… Continue reading

You need to do this one thing to build your ad agency’s brand …

writing for ad agency new business

 

If I were the owner of an advertising, digital or media agency, to build my agency’s brand, I would WRITE! 

This isn’t a new discovery for me. Since the beginning, I’ve written my way into a thriving new business consultancy. My blog provides a consistent flow of inbound leads. I’ve never had to make a cold call for any new business. The reason – I’ve always written helpful content to a clear-cut audience.

“Fortune 500 companies have an average of 17 agency relationships.” Association of National Advertisers (ANA)

Prospects are looking for expertise.Continue reading