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. And yet, you let client work and other fires steal your attention from this mission [...]
As agency owners, the topic of new business prospecting is one that’s always on your mind. How do you do it in a way that’s different from every other agency out there? Is there a better way? Can you truly differentiate yourself? Who is your right fit client? The value in finding the right prospects [...]
Most agencies believe they don’t have an agency new business program. They say that they their business development strategy just relies on referrals and growing their current clients. And it’s working great. But they’re wrong. They do have one. Here’s how it works. Big client either fires them or notifies them that the account is going [...]
<A guest post by Rosemary Breehl> Smart Ad Agency principals are getting a seat at the CEO’s table and they’re doing it by building client relationships. It’s a new day out there for all of us. Competition is tougher. There are now “ten marketing dogs chasing that one corporate car.” CEO’s today are under terrible pressure [...]
I have never met an agency owner who believes they don't leave money on the table when it comes to a change order request. No agency is great at change orders and most -- are abismal. You have to get a mindset when you are working with changes. When the work has been approved by [...]
Be honest agency owner, you know that your account executive team is great. But sometimes they struggle when it comes to actual sales. Enter our account executive sales training workshop. 67% of an agency's new business revenue comes from existing clients (on average). The people who are (or sadly -- are not) going to bring [...]
Every business has a sales life cycle and communications agencies (whether you're an ad agency, digital, PR, etc.) are no exception. It used to be pretty straightforward -- you either chased after a prospect or met them at some networking event or got a referral but the face to face happened early on. Today, an [...]
There have been a lot of articles, blog posts, tweets and speeches of late that are all lamenting that many agencies are closing their blogs because no one reads them. Most tiptoe around the "why" suggesting that people are getting more visual (so have a Pinterest board or have your agency get active on Instagram) [...]
Every advertising agency says they have a new business program. Most, I've discovered... have the "oh crap, billings are slow, we need to work the phones, networking events and call some dormant clients" model of prospecting. Over the next month, we're going to delve into advertising and marketing agency new business efforts in a much [...]
