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. […]

Thought Leadership, Millennial Marketing and Ad Agency New Business

creating a niche for ad agency new business

How to humanize your agency, build a positioning of expertise and make a personal connection with your best prospects. This is a guest article written by Jeff Fromm. Jeff is an Executive Vice President at Barkley, which is among the largest independent advertising agencies in the U.S. and the largest employee-owned agency. He is the  founder […]

8 Tips That Will Make Ad Agency New Business Easier

make ad agency new business easier

Learn how to accelerate your agency’s positioning, inbound lead generation, network and referral business. Since 2007, I’ve conducted over 200 new business workshops for agencies in North and South America and Europe. No matter what country, I find there are some common problems when it comes to business development that makes it harder than it needs […]

Ad Agencies Should Shift Into Consulting Roles for New Business

Tom Fisburne ad agency new business

How agencies can reinvent themselves by developing consulting services to open the door for new business.  For too long advertising agencies have been treated as vendors. They claim to be different, but most are pretty much the same and sameness always breeds differentiation based on price. There has been little innovation from agencies to migrate […]

Most Ad Agencies Fail at Negotiating for New Business

ad agencies like lambs led to the slaughter

When it comes to negotiating contracts and service agreements, agencies are terribly naive, like lambs led to the slaughter. 

My friend, Peter Levitan, ran business development and marketing at Saatchi & Saatchi Advertising Worldwide in New York and London, and bought and sold three of his own agencies (including Portland’s Citrus).

Peter has written the most complete ‘how-to-book’ on ad agency pitches I’ve ever read,“The Levitan Pitch. Buy This Book. Win More Pitches.” It’s the definitive how-to guide for every advertising, design, digital and PR agency that wants to increase its odds of winning new accounts.… Continue reading

Hosting Events is Good for Ad Agency New Business

events for ad agency new business

Hosting your own events gives you control over the attendees, the agenda and the outcome.

Networking and trade show events for new business is often a total waste of time. Attendees are focused on their own personal agendas. A more efficient and effective way to spend your time is to host your own events.

Hosting events can benefit your agency in many ways:

1. Replenishes and Grows Relationships

Lasting business relationships don’t just happen. It takes a dedicated amount of time and energy to build them.… Continue reading

Top 10 Agency New Business Articles of 2016

Top Ad Agency New Business Articles

Take a look at the most popular articles of the year.

 Every year we provide a list of articles receiving the most page views of the year that were published on Fuel Lines.

Which topics were the most popular with our readers in 2016?

Here’s the “Top Ten” list of the most-read articles. Some of them were written this past year. Some in previous years (oldies, but apparently goodies, according to our readers).

1. A Perfect Platform for Ad Agency New Business

How 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.Continue reading

Business Development is the Most Precarious Job in Advertising

ad agency new business is tough

 

The role of the agency new business executive is the riskiest position due a dramatic change in the way business is acquired and the skills rainmakers need to make it happen.

Business development has been dramatically altered. There are many people who have done this job in the past who do not know how to do it well now.

The average tenure of an agency business development director is now as low as two years.… Continue reading

The Strategy and Tools the Top Ad Agencies Use to Win New Business

new business training for ad agencies

Only 26% of agency new business directors are viewed as successful.

According to the same agency-marketer report, the tenure of a new business director is 2 years or less 

To help better understand why agency new business executives are struggling and what they can do about it, I wanted to share a recent Webinar,Selling Less to Win More Agency New Business.” You’ll discover the proven new business strategy and tools that the top 5% of agencies use to win new clients.  Continue reading

What Is Your Lead Generation Process for Ad Agency New Business?

ad agency new business pipeline

Believe it or not, most small to midsize agencies have no consistent process for generating online leads. 

Business development doesn’t have to be so difficult. With a little forethought and the creation of simple steps and processes, you can create a system that will make it much easier to kick-start your online leads.

Here are 7 ideas to help get you started:

1. Consistently Use Lead Generation Platforms

The battle for new business has moved online.… Continue reading

Planning for Ad Agency New Business

Those charged with new business often neglect to plan their work and work their plan.

Agencies are great at analyzing and planning for their clients. But, when it comes to planning for their own new business they balk. It is a strange, but often occurrence. When an agency starts focusing on themselves, it causes their marketing minds to shut down.

Agencies can temporarily get away with no planning.  When needed, they crank up their activities and beat the bushes for new business opportunities.… Continue reading

Build a Community for Ad Agency New Business

Building an engaged online community should NOW be a core responsibility of business development.

The battle for new business has moved online which makes community development indispensable in marketing your agency online. Knowing how to build an online community has become an important skill-set for those charged with agency new business. Community development comes before business development. 

How to Build an Online Community of Prospects

1. Create a Niche Blog

For over eight years, I’ve recommended creating a niche blog for agency new business and have helped create over 200 personal blogs for agency principals.… Continue reading

Improve Ad Agency New business Leads with Authority Marketing

Authority Marketing for Ad Agency New Business

Leverage SEO and expert positioning!

Based on Google patents and documents, which explicitly state that Google prefers experts and authorities. John McDougall, the author of Web Marketing On All Cylinders and The Big Dog Authority Marketing Checklist, will show you how positioning your agency and team members as thought leaders is critical to digital marketing success.

One of the best tools for new business is leads from your website and blog but the days of easy SEO are over.… Continue reading

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. I’ve trained over 200 agency CEOs and their senior management teams in all 50 states here in the U.S.… Continue reading