Adding recommendations is one of the easiest ways to empower your new business program. As part of my consulting work I’m asked to review a lot of agency websites from a new business perspective. Just yesterday I was reviewing the website of a large agency in New York. I wasn’t surprised that I didn’t find a single […]
“A good plan is like a road map: it shows the final destination and usually the best way to get there.” – H. Stanley Judd, Author, Think Rich While there are many things that go into a successful ad agency new business program, one that is often overlooked or underutilized is the strategic use of public […]
Enter to win a ticket to a one-day regional workshop, co-sponsored by Fuel Lines Business Development and AAF Orlando. Here’s your opportunity to join Michael Gass on Friday, February 6, 2015, in Orlando, Florida for this ad agency workshop: A New Approach to New Business. The battle for new business has moved ONLINE. Interruptive type tactics such as cold […]
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 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 […]
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 […]
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 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 users, 30% get news from their Facebook site. That is an audience of approximately 73 million adults here in the U.S. … Continue reading
“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 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
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
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
The new normal for new business integrates your personal life and your work life.
If you really want to generate new business through social media – get personal. Learn to use social media to humanize your agency. It’s the secret sauce that most agencies have neglected.
Because of technology and social media, the line between your personal and professional life has blurred.
Social media is all about people connecting with other people. When I’m helping agency owners to integrate their personal social media accounts into their new business program, I often get push back, especially if they’re boomers.… Continue reading
Too often good agencies succumb to bad writing. When it’s in high-stakes documents like proposals and client briefs, you put revenue at risk.
Emails, proposals, website copy, case studies – they’re all responsible for making a crucial first impression. Yet too easily agencies fall back on jargon, generalizations and wordiness when trying to get their message across. But when that game-changing RFP comes through the door, it’s your ability to write persuasively that distinguishes you from the competition and increases your chances of winning the business.… Continue reading
Agency new business is a very tough job.
There’s often a lot of rejection associated with the position of business development. It’s difficult to stay optimistic.
One thing that helps to inspire me are quotes that I pick up from my reading and from conferences and seminars. They condense wisdom into bite-sized memorable sentences that provide needed inspiration and motivation. Benjamin Disraeli, a British politician and writer, said it well,
“The wisdom of the wise, and the experience of ages, may be preserved by quotation.”
I hope my list of quotes provides a spark of inspiration for you:
- “What helps people, helps business.” Leo Burnett Tweet This
- “Brands are built around stories.” Bill Dauphinais Tweet This
- “Because somebody grows up being a social media native, it doesn’t make them an expert in using social media at work.” Dr.
How to create a predictable pipeline of leads through inbound marketing.
You want to attract new clients from outside of your current sphere of influence, spend less time on unqualified prospects, avoid client reviews, and build a predictable pipeline of targeted accounts. And you can accomplish everything on this wish list with blogging. But there’s one problem: Writing quality content and connecting this with lead generation isn’t easy. It’s time-consuming. It takes takes time to show returns.… Continue reading