Ad agency owner broke his brain with drugs. Now he sees things you don’t.

Tom Matte positioning for ad agency new business

This is a lesson on positioning for ad agency new business. I recently read the most extraordinary story in the Atlanta Journal Constitution about an agency owner that I had to share. Not only because it is such a powerful story, but I know and have worked with the person that was being spotlighted, Tom […]

Most Ad Agencies Have No Plan for New Business

The Cobbler's Children for Ad Agency New Business

Having a written marketing plan makes new business easier and much more consistent. I wanted to share, from my personal experience, one of the typical challenges of small to midsize advertising, digital, media and PR agencies. They are often described as the cobbler’s children who have no shoes. The most common positive trait among these agencies […]

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: Full service Comprehensive solutions Great ideas Results oriented Integrated marketing approach […]

Making Time for Ad Agency New Business

A Calendar for Ad Agency New Business

One of our biggest challenges for new business is knowing work on each day. It’s also the key to lessening the distractions and increasing our productivity. So, the use of your calendar needs to be a priority.

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 […]

3 Things An Ad Agency New Business Director Needs for Success

ad agency new business training

How ad agencies acquire new business has changed dramatically and that effects the knowledge and skills new business directors need to make it happen. People who have done this job in the past are struggling. The tenure of a new business director is now two years or less. In a recent survey conducted by RSW/US, […]

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 […]

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 […]

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 […]

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 […]