The "ANB" Newsletter Sign-Up

The "ANB" Blog

apr 11

Your Director of Business Development: Seeker, Closer or Both?

What’s the role of your Director of Business Development, or for those of you who handle new business, what is your role? Is it seeking out the right prospects-building awareness and opening doors, or is it that, plus finishing and closing those opportunities? There are strong arguments for and against both. I lean toward the […]

read more

apr 11

Need A Check-Up For Your Agency New Business Development?

When I was trying to find a workout routine I could stick with, my doctor gave me three suggestions that are very applicable to new business development. First, pick something you LIKE to do. I can run, ice skate, lift weights, ride a bike, swim, but I like to dance. So Zumba has been a […]

read more

apr 05

Chasing Your Agency New Business Lead Generation Tail-100 Calls A Day

Mark (our owner) sent me a Craigslist lead generation job posting recently thinking it might spark some thoughts on a post. Indeed it did. A West Coast agency was looking for an intern to work on new business and the job description included making “minimum 100 calls a day.” Time for the scalpel-we’re going to […]

read more

apr 03

Agency New Business Warning – No Lifeguard On Duty

I’ve recently started doing Zumba, the Latin-inspired, aerobic dancing workout, in an attempt to improve my health. OK, I am really doing it because I’m going to the beach this summer and I don’t want to find myself on the cover of People for having the worst beach body in the US. So I’ve set […]

read more

mar 28

Agency Value Propositions: Shaken Not Stirred

Last Friday, Belvedere Vodka, or one of its agencies, posted a rather distasteful advertisement on its official Twitter and Facebook pages. The ad features a man, holding on to a woman who is clearly scared, with a sexually offensive tagline.  To see a photo of the ad, check out this article. It did make me […]

read more

mar 27

Add Value to Your Agency New Business Efforts

When I started RSW/US, I believed that in order for us to succeed long-term in the world of agency new business, we needed to base our existence on the principles of Leo Burnett – and always recognize that we needed to continuously think about how to add value beyond the reason clients bring us on board. As Leo said, […]

read more

mar 22

Word is Your Enemy … and six other ways emails go bad

  Sometimes the best lessons are learned by mistakes, either yours or others. I came accross a sales email this morning that was a good example of how NOT to use email marketing.  I’ve shared some of my favorite sections with you, our ANB readers, below. ( I’ve blocked out any identifying names to protect […]

read more

mar 20

Socially Charged Agency New Business

Social media is inherently passive.  You post, only a handful will come (if you’re lucky).  You tweet, and maybe some will listen.  You like, and few care.   In our 2011 “Client’s Look Ahead at Agencies” only 12% of Marketers stated that social media plays an active role in helping them find a new firm. […]

read more

mar 15

You Didn’t Get The Account: “Yeah, I know it was a difficult decision…”

…but if that’s all you learn when you ask why you didn’t win the account, then you’ve learned nothing that’s going to prevent your agency from losing again. I am truly amazed when agencies lose a pitch how few really do a great job of uncovering the reasons why. After all the hours, pain and […]

read more

mar 13

Agency New Business: Know When To Fold ‘Em

When country musician Kenny Rogers sang “The Gambler,” I doubt he was thinking about agency business development, but this song contains some advice that agencies should take to heart.   You have to know when to hold ‘em. Know when to fold ‘em. Know when to walk away. Know when to run.   Sometimes there […]

read more