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, […]

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 […]

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 […]

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

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. […]

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 […]

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 […]

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 Perfect Platform for Ad Agency New Business

A Platform for Ad Agency New Business

For over eight years I’ve prescribed creating a niche blog for agency new business and have helped create over 200 personal blogs for agency principals. 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. It’s like a fishing […]

Can You Damage Your Ad Agency’s Brand By Ignoring Yours?

ad agency owners personal branding

“People trust brands that have people they can trust.” Not only will a poor personal brand damage your agency’s brand, I believe a non-existent personal brand does so as well. Steve Farnsworth writes and speaks about how smart companies can effectively integrate social media, PR and content marketing into their marketing mix. He is also the Chief Digital […]

Do Brands Benefit Using a Multiple Ad Agency Model?

benefits of multi ad agency partners

Full service advertising agencies are filled with talented people but often lack specialists that have a much narrower focus of expertise. Consumers, brand marketers and marketing channels have changed and so has the traditional advertising agency. Smaller agencies often possess specialties and a nimbleness that allows them to adapt quickly to a rapidly changing marketing landscape. […]

Describe Your Ad Agency in Six Words or Less

ad agency tag lines

Here’s a challenge for advertising, digital, media and PR agencies.

Let’s take it one step further … Can you describe your agency in six words “without” using these 10 Things Ad Agencies “usually” Say About Themselves?

Ten things agencies are most likely to say about themselves:

  1. Full service
  2. Comprehensive solutions
  3. Great ideas
  4. Results oriented
  5. Integrated marketing approach
  6. Wide range of experience
  7. We are strategic
  8. Great chemistry
  9. Out-side-the-box
  10. Award winning creative

If you are up for the challenge, share your description in six words or less in the comment section below.… Continue reading

Successfully Executing a New Business Strategy Requires a System

A System for Ad Agency New Business

A plan is just a plan until it’s executed. Execution is the battleground that determines success or failure.

According to the RSW/US survey report,

66% of agency execs stated their new business hire was unsuccessful because the person lacked a methodology.

How many annual planning meetings has your agency gone through to create a strategic new business plan only to have it fail in its implementation? Maybe this year, instead of focusing so much attention on the plan, use annual planning to create a dynamic process for execution.Continue reading

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

social media and 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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