Ad Agency New Business-Suppress That Urge To Talk About You

Ad Agency New Business

I had a friend and new business director at an agency ask me to take a look at a recent email he sent to a prospect. Appreciated the ask and a good email all around, a few things here and there I thought might improve it, and it inspired this post. While his email was…
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Ad Agency New Business-When To Say No & When To Follow Your Gut

Ad Agency New Business

We were a sponsor at the Mirren Business Development conference this week-a great ad agency new business conference this year, as in past years. I particularly enjoyed Barkley EVP Jeff Fromm’s (@JeffFromm) presentation, discussing how he realigned Barkley’s new business strategy after losing a major client a few years ago. I’m not doing his presentation justice, but he had several insights, one…
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Agency Client Relationships: What Makes Them Work, From The Marketer’s Mouth

Client Agency Relationships

Ad Age’s Agency Issue came out recently with an interesting piece about Agency Client Relationships called “The Best Agency-Client Marriages.” Retention is that sacred cow for agencies and I don’t have to tell any of you reading, a lot can get in the way of that relationship from both the agency and client side. The article…
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The Sweet Stubbornness of A New Business Director: A Success Story

New Business Director

Ah, how nice to bask in sweet success!  This New Business Director just finished scheduling a meeting for a client at the National Hardware Show in Las Vegas next week (5/7 through 5/9/13). Did I say Sweet Success?!? Yes, as I look at my records of the reach out to this particular prospect there are…
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Ad Agency New Business-You’re Not Proactive Enough

Ad Agency New Business

A little Ad Agency New Business 101. When you’re in meetings with prospects, you must listen to the prompts prospects give you to offer new ideas. Make sure you’re giving the prospect food for thought and a reason to meet with them again. Too many agencies aren’t proactive enough – or quick enough with an…
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Agency New Business Discussion with Tony Mikes from Second Wind

Tony Mikes

Tony  Mikes of Second Wind, a firm dedicated to helping give smaller agencies the power they need to compete in the 21st Century, kindly agreed to offer his perspective on one of the key agency new business discussion points coming out of our latest survey:  How do Marketers decide what agency to work with? It…
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Persistence Leads To A Payoff or Using Twitter As A New Business Building Tool

New Business

Recently the RSW/US New Business Directors were treated to a seminar to help us refine our skills in using Twitter as a new business building tool. It reminded this NBD to share a (not all digital) Twitter success story. One of my clients was attending the American Academy of Orthopaedic Surgeons meeting in Chicago. Great…
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Ad Agency New Business-Three Ways You May Be Sabotaging That First Meeting

Ad Agency New Business

Several reasons why agencies decide to partner with us for ad agency new business-one of those being dissatisfaction with previous internal new business directors. When I hear that reason, I always ask the agency principal to provide further detail-where did it go wrong? Often those reasons are legitimate-the meetings just weren’t good, qualified meetings. But…
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