advertising agency new business

Who should be driving agency new business efforts?

Looking for the silver bullet for agency new business efforts? I could sell a great new business person to agency owners all day long. They don't just want one -- they hunger for one. In fact, they're so hungry for that killer salesperson that they'll gladly pay a premium salary and perks to 8-10 losers before they find someone who can even cover their own salary. And that's just for the privilege of breaking even. Hardly a home run in the agency new business efforts World Series. In a recent new Agency-Marketer Business Report from RSW/US, 80 percent of agency respondents said the tenure of their new business director was two years or less. And (my editorial, not the study's) it was a very frustrating and expensive 2 years at that. Adweek covered the story and concurred with the study's findings. They had quotes from some of the bog box agencies and even a client or two who said agency new business people didn't get their business issues. I know it's a different world when you're JWT or Saatchi, but in the world of most privately owned agencies -- agency owners have two choices: You can gamble on finding/hiring someone who has incredible sales skills AND can talk marketing/business problems with prospects You can get over yourself and accept what you know but don't want to hear.  The best new business person in your agency is you. I can't tell you how many times I have been in a conversation with a new business agency owner who said "for XYZ reason, I had to step into the new business role and we are killing it! We've got 5 proposals out and we've already increased AGI 20% over last year." The reality [...]