Drew's note: I've invited John Heenan, an agency growth consultant to share a little bit of his expertise with us here at the AMI blog. Without further ado -- here's his take on business development insurance. I’ve asked other agency owners and new business directors to talk about about their own business growth advice and as [...]
I know and work with a lot of agency owners who do incredible work for their clients but very few of them are willing to guarantee that work with predictive marketing and write their clients a refund check if it doesn’t deliver the results. Are you willing to guarantee your work? To make that kind [...]
I don’t care how big or old your agency is — you want to win more new business. If I could bottle business development success — I’d be a billionaire. Honestly – getting new business for your agency is not as mysterious as we make it out to be. There is a methodology that [...]
As an agency owner, you know that if you're not ready to evolve your agency with business building strategies, you'd better get ready to retire. The agency business is undergoing an incredible metamorphosis and most agency owners are running at full speed to keep up. That's where my conversation with Jason Falls, Senior Vice-President, Digital Strategy at Elasticity and author of [...]
As an agency owner you know how valuable effectively managing the client-agency relationship is. But it's getting tougher every day, as clients choose to work with multiple agencies and push for measurable metrics that proof that they money they invest with you is turning into leads and sales. So how do you earn that loyalty with your clients? [...]
Agency life is hectic. Tight timelines, demanding clients and intense pressure is part of every day life. In this kind of atmosphere every part of the machine must work in order to achieve both agency and client goals. Anyone who has worked in an agency has experienced the aftermath of a bad hire. If one [...]
When I look an agency owner in the eye and ask, “what’s your business succession plan?” it’s amazing what I see in their eyes. I work with 150 or so small to mid-sized (1 employee to 150 employees) privately held agencies every year. These are smart business owners who are successfully running profitable businesses that [...]
When I review an agency's new business plan (assuming they have one) one of the strategies that is usually built into the plan is building a thought leadership position for agency owners or leaders. Within that strategy is usually a list of tactics and one of them is almost always secure speaking engagements. Hard to [...]
One of the biggest issues that agency owners and other key staff that are charged with agency new business face is getting on the radar screen of their prospects. This is where a small business marketing technique could come in handy. Read on for more. Even when you have the experience, knowledge and chops to help a prospect move [...]
As an agency owner of 20+ years – and someone who guides small- to mid-sized agencies in my role at Agency Management Institute every year – I spend time with hundreds of owners and their employees I get the worries and the risks that come with owning your own agency. I’m a firm believer in [...]
