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 […]
How Marketing Talent, Technology and Strategy Gaps Present Invaluable Opportunities for Agency Growth
“The marketing services industry is in a state of flux. As CMOs navigate the marketing talent gap, they are increasingly seeking performance-driven agency partners that are immersed in marketing technology and staffed with digital-savvy professionals. SMBs need partners that can deliver fully integrated solutions and in essence function as outsourced inbound marketing teams. Large enterprises commonly look for niche expertise in core digital disciplines such as content marketing, paid search, SEO, social media monitoring, and analytics to complement internal marketing teams.” Paul Roetzer
In this session of the Fuel Lines New Business Conference, Paul Roetzer, founder and CEO of PR 20/20, presented a high-level look at the industry trends driving transformation, and share insights into how advertising, digital, PR and Media agencies can evolve to meet demand and accelerate success.… Continue reading
Win more ad agency new business pitches. It’s easier than you think.
Peter Levitan has been described as a serial new business pitcher. He has delivered global, regional, and very local new business pitches for over 30 years. He has a Hall Of Fame pitch batting average.
Peter 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). … Continue reading
Bob Hoffman is one of the most sought-after speakers on advertising and marketing.
He has spoken all over the U.S. and has been invited to speak at conferences throughout Europe. Bob’s “Spotlight Lecture” at Advertising Week Europe has drawn almost 50,000 views on YouTube.
Bob was one of the keynote speakers at our inaugural Fuel Lines New Business Conference in Nashville, TN. He presented a refreshing take on the marketing industry in his presentation, Marketers Are From Mars, Consumers Are From New Jersey. … Continue reading
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 expedition. You fish for a specific fish with a particular bait, you fish away from the boat (the agency’s website) so you don’t scare off the fish. … Continue reading
ADWEEK said the most dangerous job in advertising is new business chiefs.
According to a recent Agency-Marketer Business Report from RSW/US, the tenure of a new business director is now 2 years or less. Only 26% of new business directors were viewed as successful. They are under a lot of stress and their position tends to have a short shelf life.
Why the poor performance?
New business has historically been a problem for agencies.… Continue reading
There is a new model for new business that makes the existing model obsolete.
It may come as a bit of a surprise but, prospects aren’t anxiously awaiting your sales pitch. They’ve heard it a hundred times before from agencies that look, sound and act just like yours.
New business doesn’t have to be so hard. There is a better way that makes it EASIER. Implementing an inbound marketing program will get prospects reaching out to you without having to use the interruptive type tactics of the past.… Continue reading
The inaugural Fuel Lines New Business Conference for advertising, digital, media and PR agencies will be held the booming city of Nashville, Tennessee on October 8-9.
Nashville was recently named among the 15 Hottest American Cities for 2015 and was recently voted by Conde Nast Traveler as one of the top 5 cities to visit.
… Continue reading
“The popularity of the TV show “Nashville” has helped boost tourism. Nashville saw 11.8 million visitors in 2013, and the Nashville Convention & Visitors Bureau is predicting a 10% increase in the number of visitors by 2016.
Business development has dramatically changed and rainmakers of the past have struggled with the changes.
I wanted to publically thank my good friend, Ken Henley, who is a Nashville artist that created my new caricature. Ken and I have known each other for years. We’ve seen a lot of changes within the advertising industry, but none as great as what has occurred over the past seven years.
I’ve been in business development almost my entire advertising career. … Continue reading
“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 relations. Whether your agency emphasizes inbound or outbound marketing—or a combination of the two—PR is an important tool that can help you attract attention and generate new business opportunities.… Continue reading