The 3C’s to Successful Pipeline Building

Consistency

The 3C’s to Successful Pipeline Building. Too many agencies prospect in fits and spurts. Too many agencies are terrible at marketing themselves. Too many agencies don’t take the time to build an organized new business process. Winning new business starts with building a solid pipeline of potential opportunities. Building a solid pipeline starts with developing…
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When Times Are Good…They Can Look Good

Agency New Business Hope

“We’re Starting The Year Out With A Lot of New Business, So I Think All Is Good.” Something I have heard from agencies more this January than in month’s past.  And while this is great, agencies need to think beyond what is today and plan for tomorrow – on two fronts: Investment in their business…
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Kaizen for Agency New Business

Kaizen for agency new business

Agency new business. Never static. Always changing. This includes the tools you use, the process you employ, and the people that support the program. It also includes an objective look at what’s working and not working on an on-going basis. Just left a meeting with a current marketing agency client that has been with us…
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Mariah’s Agency New Business Lesson

Something about a dropping ball should make any performer nervous on New Year’s Eve, I would think. I know.  You’ve probably already heard far more than you ever wanted to or imagined you would about Mariah’s monumental moment on New Year’s Eve. A frustrating way to end 2016 for her, I’m sure.  Still a great…
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The Advertising Industry Today: Like Weather Fronts Colliding

Advertising industry

RSW/US Survey: Is the Advertising Industry Adapting Well to the Modern World? Good news, Agencies!!  Marketers say yes. This is an upbeat finding of the RSW/US 2016 Agency New Business Survey Report: marketers generally see the advertising industry adapting well to the “modern world”. Our recent post,  If our Agency new Business Survey was a…
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Technology. Transformation. Both are forces in Agency New Business.

Respondents to the RSW/US 2016 Agency New Business Survey expressed that it is somewhat harder in 2016 to obtain new business than last year. The combined percentage of agencies responding that obtaining new business is either “a lot harder” or “harder” increased to 43% in the 2016 survey, compared to 35% collectively in our 2014…
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If our Agency New Business Survey Report was a Fortune Cookie…

If the RSW/US 2016 Agency New Business Survey Report was a fortune cookie, it would foretell of an industry increasing in complexity, yet full of opportunity.   The RSW/US Agency New Business Survey is one we field every two years that examines the state of…well…Agency New Business Development. The 2016 Survey was the fourth in…
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Why Aren’t You Using The Phone For Agency New Business?

You should check out John Barrow’s “Filling The Funnel” blog if you’re not familiar. He gives good, practical sales advice in a straightforward style-well worth a read. Specifically, his post, Pick Up The Phone, resonated with me.  The phone gets short shrift these days as a sales tool and that’s a mistake. When agency principals…
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An Update To Agencies As The Cobbler’s Children Of New Business

Probably the most-used description we hear for agencies and their new business process (or lack of one) is the story of the cobbler’s children. (If you’re not familiar, read here.) But given that’s a fable from hundreds of years ago, I was struck with inspiration for an update to describe how often agencies ignore the…
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Managing The Social Mania Of Social Media

In my previous two posts, I’ve shared insights from the 2016 Content Marketing Conference that anchored on: The news that many brands are already developing their own content-centered marketing strategies The fact that the old feature-based model has relinquished its primacy to the social media feed. This brings up the question of which social channels…
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