Speaking at events attended by your best prospects will provide you with instant credibility and create immediate new business opportunities. Public speaking is an excellent tactic for business development, particularly for small to midsize agency owners. Having the opportunity to speak in front of a highly targeted, interested group of prospects is the most effective form […]
Learn how to accelerate your agency’s positioning, inbound lead generation, network and referral business. Since 2007, I’ve conducted over 170 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 […]
Building an engaged online community should now be a core responsibility of business development. Inspiration for this article came from Duct Tape Marketing’s founder, John Jantsch, from his recent podcast interview with Jeffrey K. Rohrs, Vice President of Marketing Insights for ExactTarget, Jeffrey is also the author of AUDIENCE: Marketing in the Age of Subscribers, Fans and Followers. […]
Given that 83% of human learning occurs visually, Pinterest has great potential for ad agency new business. Pinterest, a pinboard-style social photo sharing website, continues to create a lot of buzz as one of the hottest social media platforms since Twitter. This unique social media service attracts more than 1.5 million visitors a day and already […]
An ad agency principal who is an example on how to use content marketing and social media to build awareness and new business opportunities for your agency. I am a Bob Hoffman fan. I have read everything he has written, from his book The Ad Contrarian, to every ADWEEK and blog post article and now […]
Social media can end the anxiety of creating a niche and differentiation for ad agency new business. John Sonnhalter, CEO of Sonnhalter, a B2B ad agency located just outside of Cleveland, OH, shares an example of an agency that found a way to finally “draw a line in the sand” and openly declare his agency’s […]
An infographic can be a great way for small to midsize ad agencies to communicate their unique position in the marketplace. Infographics is derived from two words: ‘information’ and ‘graphics’, and stands for the graphical representation of data and information. Why infographics for ad agency new business? Visually create a positioning for your agency – “A […]
It is absolutely essential that every ad agency have a plan for their new business development initiatives. I recently spoke to a group of ad agency owners. I was amazed to learn that none of them had a written new business plan. That’s inconceivable to me. If you have no plan you can’t measure what […]
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 […]
ADWEEK and the Mullen agency create excellent awareness for themselves through the Super Bowl and their use of social media. ADWEEK’s video generated over 60,000 views in 1.5 days. There were over 47,000 Tweets that used #brandbowl hashtag and over 18,000 people who visited their site during game night. Not bad exposure for Mullen. In […]
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
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.
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
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 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
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
To be more successful, you’ll need to be less accessible.
Owners of small to midsize agencies are a key to new business. You must manage your time wisely. Learn to say “no” to the wrong requests and “yes” to the right ones.
This reminds me of the following quote from Michael Hyatt, author of the New York Times bestseller, Platform: Get Noticed in a Noisy World.
… Continue reading
Every time I say “no” to something that is not important, I am saying “yes” to something that is.
In less than a decade, social media has emerged as a great marketing channel providing opportunities for both agencies and their clients.
My business was made through social media. It was a critical element in building awareness, appeal and opportunities for my services internationally. I started my new business consultancy in 2007, only a year before Twitter was created. This was only a short 2 years after YouTube, 3 years after the launch of Facebook, and 4 years after LinkedIn was founded.… Continue reading
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 executives said that content was a significant driver in their buying decisions.
With the rise of content marketing, agencies have jumped on-board creating articles, infographics, photos and videos.… Continue reading