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

Large Agencies

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

Agency Client

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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