Here’s Why Your Agency Didn’t Get Hired
When a client chooses not to hire your agency, it's easy to start second-guessing yourself. Often, I hear from agencies that are curious to know why they were disqualified and what they can do to improve. In our 2015 report, [...]
Why You Can’t Wait for That Magical New Business Person to Arrive
I’m not afraid to admit that during tumultuous times, I harbored a secret fantasy. Like many stressed-out agency owners, I dreamed of a magical “new business person” who would join my team and, with barely a trace of oversight, begin [...]
How to Differentiate Your Agency From All the Rest
Despite their best efforts to stand out, nearly every agency looks, sounds, and acts just like every other one. We all think we have figured out how to differentiate ourselves using catchy taglines and clever techniques, but from the outside [...]
The Dos and Don’ts of Agency New Business with Lisa Colantuono
"It all begins and ends on chemistry. Everything else in between is absolutely vital, there's no doubt about it, but it begins and ends on chemistry.” My podcast guest, Lisa Colantuono isn’t telling us anything we don’t already know. Chemistry [...]
Has Your Agency Lost Its Swagger? Tips for Boosting Your Confidence & Winning New Clients
The recent recession beat the life out of agencies and their owners. We were so busy begging for business and compromising on our rates that, by the time the economy recovered, we had gotten used to acting beholden to our [...]
How to Make Your Company an Irreplaceable Partner in 3 Steps
Your company might think they’re building relationships with clients, but until they sink multiple hooks into an organization, the relationship is volatile. The deeper the connection with your customer, the longer it is likely to last. And, of course, losing existing relationships [...]
How to End the ‘Feast or Famine’ New Business Cycle
Making mistakes is completely normal and expected. However, the issue becomes more serious when the source of those mistakes is the agency's overarching strategy. If this is flawed, then the business is at risk. One of these common issues is what I [...]
How Do Advertising Agencies Get New Business with John Heenan
If there’s any one “system or process” that agencies really struggle to put into place and consistently execute on – it’s agency new business development. You know you need to do it. You know your business literally depends on it. [...]
Embrace the 50-20-30 Rule
What would happen to your agency if you were abducted by aliens? It seems like a silly question, but bear with me. If you were captive on another planet with no way to reach your team, would your company survive? [...]
Do You Know Your Prospect’s Secret Process for Choosing an Agency?
All prospects have a unique approach when selecting an agency -- a “secret sauce” he or she uses to evaluate potential partners. Surprised by this? So were we. We just completed a study in which we talked to 500 CMOs and [...]
