Fuel Lines New Business Conference 2015 to Highlight the New Drivers of Agency New Business

BIRMINGHAM, Ala., Jun. 9, 2015 /PRNewswire-iReach/ – Michael Gass, founder and president of Fuel Lines Business Development, announced the finalization of details for the Fuel Lines New Business Conference 2015, to be held October 8-9 in Nashville, Tennessee. A Super Earl Registration has already begun. “New business has been a problem historically for agencies. It’s made […]

RSW/US Agency New Business Thought Leadership Interview

Michael Gass Ad Agency New Business and Social Media Interview

Helpful tips for small and mid-size agencies in leveraging social to generate thought leadership. The following is an  interview conducted by Mark Sneider, president of RSW/US, for the Agency New Business Thought Leader Video Series.  I discuss with Mark the reasons why ad agencies aren’t finding success using social media for new business.  Agencies are still trying […]

The New Business Metrics Behind a Successful, Growing Ad Agency

David Baker Recourses

A Free Webinar for Fuel Lines’ Readers, Monday, June 9th at 1 pm ET Speaker, writer and ad agency consultant, David Baker will lead this webinar: “The New Business Metrics Behind a Successful, Growing Agency”. It’s true that new business success isn’t a numbers game like it used to be, beating the bushes to surface […]

Nashville American Marketing Association Power Lunch

Nashville American Marketing Association NAMA

Social media, an empowered consumer have created a paradigm shift in the way new business is acquired.  AMA Power Lunch: “Rethinking Your Approach To New Business” I hope you will join me for this Nashville AMA event. Thursday, April 3, 2014, from 11:00 AM to 1:00 PM (CDT), Nashville, TN

David Bohan: Social media is redefining roles of business leaders

David Bohan Ad Agency New Business

‘Companies that are truly social and engage their employees and customers in genuine conversation will be recognized as the new corporate leaders’

New Business | Social Media Workshop Burns Entertainment Chicago

Preparing for my New Business | Social Media Workshop for Burns Entertainment, Inc. in Chicago, January 23, 2014.

Burns is an entertainment and sports marketing firm founded in 1970. They work with brands and their advertising, public relations, promotions, and social media agencies to match them with the right celebrities.

Win Without Pitching Webinar: Write 30 Posts in 30 Days

Blair Enns Win Without Pitching

5 December 2013 | 12:00 pm Eastern Time I’m conducting a Win Without Pitching Webinar for Blair Enns on how to develop a system to consistently create the kind of content that gains you a positioning of expertise that will generate new business opportunities. I’ve known of Michael and his work in helping creative firms […]

Best Practices for Re-Sharing Content

The Association of Strategic Marketing

This live webinar will help you to understand the benefits of one of the most important elements of content marketing success, creating shareable content. You will have a better understanding of why people re-share content, what they re-share and how.

Ad Industry: The 3% Conference

three percent conference female creative directors

The 3% Conference 2013 will be held, October 16-17, at The Intercontinental Hotel in San Francisco. Over 70 speakers – hailing from 10 different countries – gather together in San Francisco along with 400 Creative Directors, Creatives, marketers, and recruiters for 2 days of inspiration, knowledge sharing, and community. About Agenda Speakers Blog The 97% Speak Facebook […]

AAF-Chattanooga Luncheon

AAF Chattanooga Michael Gass social media

I’m looking forward to speaking to this group of advertising, marketing, media, sales, professionals and students, executives, and entrepreneurs. Chattanooga is one of my favorite cities and I already know this is a great group. I will be sharing how to use inbound marketing for agency new business. Participants will leave with fresh ideas, renewed […]

Making Time for Ad Agency New Business

A Calendar for Ad Agency New Business

Time Management: If it’s not on your calendar, it doesn’t exist.

The working atmosphere of an ad agency is chaotic. It is an environment that is in a perpetual state of distraction.

Have you often reached the end of a day with nothing to show for it? I know exactly how you feel. An entire day can be disrupted by just one phone call or email.

One of our biggest challenges for new business is knowing what to work on each day.… Continue reading

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