The Feature Isn’t The Future

I mentioned in last week’s post that the audience now has technologies which allow them, in the digital realm primarily, to bypass marketing messages. But I think there is an even deeper level of disruption at play here – something that inverts the model on which most marketing is built. Here’s how I’d describe what…
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The Next Great Media Channel Is You (And It Better Be)

sphinx

I just spent the last few days at the Content Marketing World 2016 Conference in Cleveland, and this is the first post in a series that will cover what I suspect are the most significant trends that are already shifting the way the marketing industry works. One key message that underscored a great many keynotes…
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40% Of Marketers Expected Project Work Would Increase In 2016

40-of-marketers-expected-project-work-would-increase-in-2016

That’s a stat from our 2016 New Year Outlook Report (released in January), and ideally that percentage held up for your firm this year (or was larger). These are the kinds of stats that typically put our New Year Report at the top of our most-downloaded new business content. We just launched the 2017 survey…
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Read the Buying Signals!

Buying Signals new business development

You’ve waited for this day: the anticipated big meeting with the oh-so-desirable prospective client. Being excited, enthusiastic and energetic is understandable, and overall a great thing: your enthusiasm, your passion for, and your understanding of the prospect’s business assure them your firm can be a good potential marketing partner. And still there are times when…
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UNSUBSCRIBE from this MYTH!!

slump cat

The theory of the summer slump is a myth.  A fairy tale. We called this out in a post a few weeks ago, New Business Development “Summer Slump” … Feeling lonely as a Mars Rover?. That post argues that the summer slump is something we create by buying into the notion it has basis in…
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The More Things Change, the More They Stay the Same

truth

Some things never change in agency new business development.  Like the daily “battle”, we fight trying to prove out to marketing agencies that we aren’t just another one of those hundreds of other lead generation firms with fancy names emailing agencies about how they can help them win it all. We have a number of…
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Your Agency New Business Report Card-You’re Going To Summer School

Your Agency New Business Report Card-You’re Going To Summer School

I talked about my recent inclusion in the latest HubSpot agency survey report and the risk of relying on referrals in this post. There’s some good information on pricing, rates and hiring in the report, and also an interesting section on new business. And if the key stats from that section (below) represented a new…
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The Risky Business of Relying on Referrals

The Agency Pricing & Financials Report

I was pleased to be included in the latest HubSpot survey report, The Agency Pricing & Financials Report. New business is covered (with interesting results) but the bulk covers pricing, rates, and hiring, some great info for agency principals. And specifically in regards to new business, Jami Oetting, a section editor for HubSpot’s Blog, was kind enough to ask…
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New Business Development “Summer Slump” … Feeling lonely as a Mars Rover?

michael scott stumped

How has new business development prospecting been going this month? Are you on a brisk-as-a-crisp-fall-day kind of pace?   Or does it feel a little lonely out there? Are you bringing in new clients faster than rabbits seem to multiply in the spring?   Or does it seem like no one’s home? Honestly, is there REALLY a…
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Marketing Evolution…or Revolution? Burning Questions for New Business Development

pushme pullyou

Advertising and marketing industry changes bear fresh opportunities for new business development; they also bring fresh challenges! The pace of industry change exceeds “evolution”.  Considering only  the explosive growth in marketing technology – and budgets associated with it – “revolution” could be a more accurate description. A recent MarketingCharts post gives us a peek at what Marketers…
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