Our owner Mark and I were in a new client kickoff meeting recently and at one point during the day, one of the principals said, in regards to prospecting and initial meetings, “Our story doesn’t change; we just need to find the right ears.” I loved it and told him immediately I was “borrowing it.” (Thanks Scott.) […]
Why is agency new business like a NYC cab driver? Stop and Start. Stop and Start. It no longer bothers me, but I’ll never forget my first cab ride in NYC (and Chicago, you’re right there too, don’t want to leave you out)-lightning speed along the lines of the Millennium Falcon with the hyperdrive fixed, […]
A follow up to my webinar focusing on our recent survey report, The Definitive Guide to New Business Tools. We featured 12 platforms/tools in our report that agencies use to further their new business efforts. In my webinar, I discussed the 4 that agencies must use, keeping in mind time constraints, budget considerations and content […]
Download The 2013 Mirren-RSW/US Definitive Guide to New Business Tools Here While social media is an extremely popular tool for agency new business (used by 87% of agencies), only 18% think it’s effective. And can you guess what the most over-rated of all the social media tools used for new business is? If you guessed Facebook, […]
Paul Roetzer, Founder and CEO of PR 20/20, an inbound marketing agency kindly agreed to offer his perspective on one of the key agency new business discussion points coming out of our latest RSW/US survey: How do Marketers decide what agency to work with? Paul starts our interview by stating that agencies of the future will […]
I had the good fortune of speaking with 15 Omnicom agencies last week in San Francisco. Most in attendance were the heads of their respective agency’s new business efforts. I was asked by Mike Goefft of Doremus to offer some perspective on agency new business that could be of benefit to their initiatives. Agencies in attendance […]
I had a friend and new business director at an agency ask me to take a look at a recent email he sent to a prospect. Appreciated the ask and a good email all around, a few things here and there I thought might improve it, and it inspired this post. While his email was […]
We were a sponsor at the Mirren Business Development conference this week-a great ad agency new business conference this year, as in past years. I particularly enjoyed Barkley EVP Jeff Fromm’s (@JeffFromm) presentation, discussing how he realigned Barkley’s new business strategy after losing a major client a few years ago. I’m not doing his presentation justice, but he had several insights, one […]
Ad Age’s Agency Issue came out recently with an interesting piece about Agency Client Relationships called “The Best Agency-Client Marriages.” Retention is that sacred cow for agencies and I don’t have to tell any of you reading, a lot can get in the way of that relationship from both the agency and client side. The article […]
Ah, how nice to bask in sweet success! This New Business Director just finished scheduling a meeting for a client at the National Hardware Show in Las Vegas next week (5/7 through 5/9/13). Did I say Sweet Success?!? Yes, as I look at my records of the reach out to this particular prospect there are […]
