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may 10

Agency New Business Prospecting From A Position of Strength

Reflecting on the 2012 Mirren New Business Conference and a presentation from Bob Wiesner at Saatchi on agency new business prospecting. Bob’s presentation was titled Building Your Pipeline: Casting and Converting the Meeting and early in the presentation he asked the question, “Why Are You Prospecting?” And he went on to talk about a subject we’ve touched on here many […]

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may 08

Pretend Your Prospective Client Has ADD (and is not medicated)

Post by RSW/US Owner & President Mark Sneider In last week’s Mirren Business Development Conference, there were a couple of sessions led by Agency New Business Search Consultants. The challenge with sessions like this is that most of the Agency Search Consultants only deal with very large searches that typically involve much larger Agencies. Many of the Agencies attending […]

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may 04

Agency New Business: Mirror, Mirror on the Wall

Post by RSW/US New Business Director Kris Klopp In the fairy tale “Snow White,” the evil queen gazes upon her image in the mirror and ponders this question, “Mirror, mirror, on the wall, who’s the fairest of them all?” As we all know, the evil queen is SHOCKED to hear the enchanted mirror respond that […]

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apr 26

Is Your Agency One Of The 99% (Does Your Agency Have the Patience to See New Business Through?)

Post by RSW/US Vice President, Client Services Juri Tults No, the question I ask is not an economic one because nearly every ad agency would answer they could be enjoying more billings and bottom line profit. My question is upstream from billings and profits, and has everything to do with the basics of new business… staying […]

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apr 24

Three Reasons to Make An Agency New Business Call Today

Post by RSW/US New Business Director Kris Klopp There are probably 1,000 reasons why you can’t do any business development today: It’s Monday. I hate cold calling. Our largest client wants to make changes to the copy. I have a headache. Our best leads come from referrals. This coffee is awful – I’m going to […]

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apr 19

Agency New Business: Who Ya Gonna Call?

Post by RSW/US New Business Director Kris Klopp If there’s someone strange in your prospect database, who are you going to call? Unfortunately, I don’t think the Ghost Busters can help you with this. One of the common challenges in developing new business is identifying the right people to contact. You’ve identified a group of […]

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apr 17

The Second Hardest Part about Agency New Business

I admire our New Business Directors. It is one of the toughest jobs on the planet. Persistent, yet polite. Skin as tough as steel. Smart, creative, strategic. Able to wear their Agencies on their sleeves and sell ethereal agency offerings with enthusiasm and zeal.   Focus On The Close It was about 3-4 years ago […]

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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 […]

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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 […]

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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 […]

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