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Category: Ad Agency New Business

nov 18

Email for new business development – do you get the most out of it?

Our recent survey revealed a stark difference related to the impact of email in new business prospecting. · 57% of marketers indicated that email is the top means of learning about new agencies. · Only 12% of agencies identified email marketing as being one of their top three most effective means of generating new business. […]

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nov 17

6 Ways An Agency’s Pitch Can Get Picked

The following is a post I published on the blog for RSW/AgencySearch.  In addition to marketers reading it, we had a few agencies read it that felt it was helpful content for them as well.  So consequently, I decided to post it here, in the hopes of helping make your next agency’s pitch as productive […]

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nov 13

Agencies, Please, Stop Using These Terms To Describe Yourselves

Like cold water to the face, agencies need new business reminders every now and then. After 2008, agencies (and everyone else) got an unfortunate wake up call, and in terms of new business, realized there was no better time to get a lot better at it. Fast forward to today and clients are spending. That […]

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nov 11

8 Tips To Help Agencies Get Paid Faster

In business, cash is the undisputed king. Even if you generate strong revenue and incur reasonable expenses, without a steady cash flow you’ll inevitably face troubled times. This is especially true for agencies that often bill for work after it’s been completed. In essence, you are financing your own services for the client. Knowing that […]

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nov 07

Your Agency Services Are Not A Commodity, But They Sure Look Like It.

Your average CMO or VP of Marketing gets a lot of contact from agencies wanting to work with them. If you asked one of those CMOs or VPs of Marketing to name one of those agencies, 9 times of 10 they couldn’t do it. Because in their eyes, your agency is a commodity. [Tweet “What […]

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oct 29

78% of marketers manage their own agency searches. Here’s how agencies screw up that golden opportunity

How did you acquire your latest client? For a good majority of small- and mid-size agencies, getting on the search consultancy radar is tough; however, findings from the latest RSW/US new business report show that 78% of marketers surveyed managed searches on their own. That’s good news for agencies, but it means you have to […]

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oct 23

ANA Recap: Two Words Say It All

For those of you not at the ANA, there was one speech that proved truly powerful – and from within the speech, two words that really hit home.

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oct 22

Building new business relationships – some case studies

Entrepreneur recently instructed:  “Stop Trying to Kiss Your B2B Clients on the First Date“.   It’s a great analogy as advice goes on building relationships with prospective and new clients. Still, if you really want to “start dating” someone, do you give up the first time they decline an invitation to go out? One of the agencies I […]

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oct 17

Prospects Want Your Agency On The Cutting Edge But They Don’t Want To Be The Experiment

Some interesting words from Nissan’s marketing chief, Roel de Vries in an article from The Drum, (Why is it my job to herd all these cats’? Nissan marketing chief Roel de Vries on agency relationships) where he points to “a lack of integration within agencies as the main factor for brands failing to achieve a […]

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oct 08

Marketers Want Aggressive, Persistent ( & pleasant) Follow-up

After the first meeting with a new prospect, what do you do? This is a question born out of our recent RSW/US Agency – Marketer Business Report in which 53% of marketers related that agencies are not sufficiently aggressive following up after a meeting. Getting a meeting with a new prospect can be an adrenaline-charged […]

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