I follow Derek Walker (owner of Brown and Browner in Columbia, SC) on LinkedIn, primarily because he speaks his mind on the industry and typically posits something thought-provoking. Or sometimes just shakes things up, either way, he’s a worthwhile read. In this post, Derek’s talking about the efficacy of an Allstate spot, and as ever, […]

How do your clients perceive you, in terms of your services? Do you have certain clients who only take advantage of only one or two aspects of your business? The answer to the second question is often yes, and you need to work to change that perception. Easier said than done I realize, and there […]

Your Agency’s Website Is A Visual Elevator Pitch. Wikipedia defines Elevator Pitch as a short sales pitch, that is a summary used to quickly and simply define a process, product, service, organization, or event and its value proposition. Does your agency’s website tell your target audience who you are, what you do, and your value? In […]

It is crucial that you constantly follow-up with your prospects… and often. How often should you follow up with prospects? In my experience, the answer is, more than you think. Recently, I reached out to one of my clients asking how their follow-up was going on a prospect that had shown interest a few months back. […]

I didn’t see much chatter on some recent CMO stats-some good ammo for your agency new business efforts. Average CMO tenure=4.1 Years That might be surprising to you, given the seeming tendency towards revolving doors for the average CMO. (It was 23 months in 2006 BTW.) In the article I linked to above, a tenure […]

think differently

I just finished presenting a webinar to about 100 agencies that was designed to help them understand that they need to start thinking about things differently if they expect to survive long-term. And it goes a lot further than just doing all the things we’ve told agencies in our Agency of the Future Infographic about […]

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 […]

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 […]

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 […]

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 […]