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mar 03

Ad Agency New Business: Measures of Success Start Before The Campaign

Reese Adams, Vice President of Account Management with Lewis Advertising in North Carolina was kind enough to share an often-asked question he received from a prospective client recently, along with his response.   The question was, “How do you measure success?”  Certainly, there are a myriad of potential variables involved and the question can be […]

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feb 25

In Agency New Business…Give Them the Dessert First

We recently spent some time internally at RSW/US doing some brainstorming on a few of our client accounts to find ways to beef up their performance.  Early on in the discussion with one of the accounts, we had the New Business Director articulate their client’s point of difference. While they certainly captured elements of it […]

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feb 17

Ad Agency New Business, Dinosaurs & The Holy Grail

  It’s been an interesting couple of weeks on the digital/traditional front. For example: two articles, both from agency principals, with their takes on traditional versus digital shops and the work they do, and to some extent, taking to task the digital agencies for viewing traditional firms as anachronisms. And as I read the above […]

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feb 08

Marketers & Agencies Start The Week Rough In Social Media & By The End of The Week Forget It Exists At All

After the Super Bowl and Kenneth Cole Twitter flub this past week, I had a few observations I thought were quite insightful, until I read a few other posts/Tweets expressing similar thoughts. (Oh well.) So rather than forgo my brilliant thoughts, I’ll incorporate a few of the aforementioned posts to make my point; which is: for all […]

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feb 03

Get Naked for Ad Agency New Business

(I could have used a lot of different pics for that headline obviously, but we’ve got to think of the kids, don’t we?) In all seriousness, the post title comes from a few recent conversations about outbound lead generation with agency principals and internal agency new business directors. Cutting right to the chase: as in […]

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jan 27

The Ad Agency New Business Mercy Meeting = Do Not Want

“Every opportunity is a meeting.” It is not true (at least not in regards to a quality meeting) but some ad agency new business salespeople treat every “yes” as a winner.  For many reasons, that’s a mistake. Why? 1)You’re overpromising-to yourself and/or to your employer-it will bite you 2)You’re not qualifying properly, if that’s your […]

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jan 27

Ad Agency Social Media: The Upside For Your Clients & the Downside For Your New Business Program

eMarketer released a webinar last week (Slideshare presentation below) that I think will be well worth your time in terms of your clients (and potential clients) vis-à-vis social media. Per the latest post from Daniel Caridi: You will take away: -The numbers to know—how businesses are budgeting for social media and what they are spending -How […]

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jan 20

Clients & The Traditional Agency Wakeup Call

Interesting post from Ben Wiener in Imedia connection this week called Digital expertise: Is your agency faking it? Ben talks about the last several years being harder for agencies to turn away business and that there’s been a lot more of the “Yeah, we do that” responses to clients. But as an agency, sometimes that’s […]

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jan 13

Is Facebook helping Your Agency Get New Business?

I ask the question sincerely. Of the social media platforms we use most often, here’s how they rank in terms of leads and business won: 1) The ANB Blog 2) Twitter 3) LinkedIn 4) Facebook Facebook just doesn’t rank up there in terms of new business for RSW/US, but that certainly doesn’t mean it couldn’t. […]

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jan 11

Ad Agency New Business on the 4A’s Blog: Aggressive is Good…Consistent is Better

    Our thanks to the 4A’s Business Development blog for featuring Mark Sneider’s ad agency new business post, Aggressive is Good…Consistent is Better. Let us know what you think.

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