Ad Agencies: How to Stop Chasing New Business

The Barkley agency has created a number of thought leadership platforms that drive new business. In this session of the Fuel Lines New Business Conference, Jeff Fromm, Executive VP at Barkley, shares how his agency has created a number of thought leadership platforms that drive  new business. One of the most successful has been built around Millennial […]

Workshop: A New Approach for New Business – Chicago

Ad Agency New Business Workshop Chicago

The Primary Battle for New Business Has Moved Online.  This is a one-day regional workshop, co-sponsored by Fuel Lines Business Development and The List will be held on Friday, July 24, 2015, in Chicago, Illinois. 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 having worked […]

Ad Agency New Business Workshops

Fuel Lines Business Development

A New Approach for New Business New business has been a problem historically for agencies. It’s made worse with the paradigm shift in business development. The battle for new business has now primarily moved online. My epiphany regarding this shift in new business practices came from a CMO study conducted in 2007, 80% of decision makers […]

Win A Ticket To An Ad Agency New Business Workshop in Orlando

ad agency new business workshop

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 […]

New 4A’s Webinar for Advertising Agencies

4A's New Business Webinar

A Formula for Fueling New Business through Social Media The new model for new business that will make the existing model obsolete might surprise you—instead of chasing new business, it’s more important for you to learn how to be found. Why? In a CMO Counsel study, 80% of decision makers said they found their vendors, […]

Millennial Consumer Buying Power Will Impact Ad Agency New Business

Share Like Buy Conference Jeff Fromm

An opportunity to build new business relationships and meet America’s most powerful marketing executives in person as they share their insights about marketing to Millennials. This is a guest post written by Jeff Fromm,  EVP at Barkley and Founder of the annual Share.Like.Buy Conference, the largest single gathering of Millennials marketing experts in the country. Conference speakers […]

Small to mid-size ad agencies need to protect their own backyard

advertising agencies digital business development

This guest post is written by Bret Giles, president of agencyside, which offers training and consulting to sell and implement digital marketing services. It’s all exclusively designed for small to mid-size advertising, marketing and PR agencies. My backyard is afoul with these pesky rodents intent on ruining what I’ve spent so much energy planting.  They just won’t […]

7 Ways to Stay Connected for Ad Agency New Business

  Some simple tips to stay connected and be available for prospects while you are traveling.  Many agency CEOs and those charged with agency new business are traveling a lot these days. I just returned from an overseas trip and it was important for me to stay connected to my own social media new business […]

101 Insights from the 2011 Mirren New Business Conference

The reader’s digest version of the top insights from the largest agency new business conference of the year. The 2011 Mirren New Business Conference was recently held in NYC. With over 400 advertising agencies represented, this is the premiere event of the year for agency new business. Over 400 agencies were represented for this 3 […]

The Future of Ad Agency Promotion at Events Through Social Media

  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 […]

Report: Thought Leader Survey for Ad Agency New Business

Ad Agency New Business Survey

Most agencies have an active new business plan but 67% of responders don’t view their program as successful.

“When it comes to new business, it’s important that agencies never become complacent, even when times are good. In order to nurture and grow a vibrant agency, there must be a steady stream of new business opportunities in the pipeline. Clients can be unpredictable and losing a piece a business without replacing it quickly can be detrimental to an agency’s future.” – Laurie Mikes, Chief Operating Officer of Second Wind

I was asked to be part of the annual Thought Leader Survey conducted by RSW/US, a full service, outsourced agency lead generation and new business development firm.… Continue reading

Ad Agency Prospects are Looking for Expertise 

ad agency new business

Agencies fail to realize the importance prospects place on having a knowledge of their industry and a positioning of expertise.

Small to midsize agencies continue to promote themselves as full service, even though it’s rare for an agency to have a full service client. They use “full service” to broaden their appeal to most prospects. But these old adages are true, “a jack of all trades is master of none” and “when you try to appeal to everyone, you appeal to none.” 

Isn’t it time to drop the “full service” way of thinking for new business?

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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