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jan 28

The Bigger They Are…The Harder They Hurt – Part II

Recently wrote a post on the glories and challenges of having disproportionately large clients. Great to have them because they can generate a lot of solid revenue, but oh so tough if/when they disappear. The story of two principals on two different paths. Spoke to one yesterday who is “so busy with his big client […]

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jan 27

Here’s the first step in your ad agency new business roadmap

Let’s get back to basics for a moment on the subject of agency new business. We consistently preach our philosophy and mantra when speaking with prospects: we maintain a relationship-building approach that doesn’t shove the agency down the prospect’s throat, but instead shows them, through respectful, yet consistent and useful contact, that the agency understands […]

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jan 21

What is social media really doing for your ad agency new business program? (Updated)

None of our posts this year to-date have been about social media and that’s been somewhat purposeful. Before the New Year, we sat down and talked about where we were as a company in regards to social media and what had it really gotten us? Was the amount of time we put into it commensurate […]

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jan 20

Six More New Business Pitch Ideas for Ad Agencies, From the Client Perspective

Last week, I posted on a conversation I had with an agency principal and their successful pitch techniques. In a similar vein, an article was recently brought to my attention that I missed back in December and I think is worth sharing. The piece is called Making New Biz Pitches Nearly Painless and is by […]

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jan 13

You, You, You-The Ad Agency Pitch and New Business 101

Part of what I like best about my job is talking to agencies and agency principals. It’s a world I enjoy, in main part due to the outpouring of creativity and passion usually associated with it. And so I was speaking with an agency principal yesterday, and turns out they just signed the contract on […]

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jan 13

Did You Plan for 2010?

Your clients create marketing plans as the year comes to a close, did you? Without a roadmap of where you need to go and how you need to support your business, you’ll end up with a series of tactics that are likely to be short-lived, not sustainable, and not consistent in terms of their messaging […]

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jan 06

The Future, Where Small Agencies Compete with Any Agency (Updated)

I wanted to post a few interesting charts from our strategic partner, Second Wind Online. Their last Newsletter of 2009 (see link at bottom) had a great piece called The Small + Smart Agency Model. The author, Second Wind’s Tony Mikes, quotes Jim Hughes, of The Brand Establishment, throughout the piece and discusses “the old […]

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jan 03

The Bigger the Agency Client…The Harder They Hurt (When They Leave)

A big agency client is great (obviously). They can be the bread and butter of any agency organization.   Unfortunately,  I’ve seen way too many agencies get consumed by large clients to the point that they no longer have the time or the desire to look for new business. “Simply don’t have the time” some […]

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