Combating The Agency New Business Dime-A-Dozen Mentality

Have you heard someone say, “agencies are just a dime a dozen?” Makes your blood boil? Mine too. Begs the question, “Why are agencies considered a commodity?” Maybe it’s because so many position themselves as one. I know – you care about delivering results. Your clients like you. You are integrated. And strategic. And you…
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Referrals On The Decline and In-House Agencies On The Rise-What’s An Agency to Do?

If you’re not feeling it yet, you will.  The changing agency and marketer landscape has significantly impacted the way agencies find and win new business. No longer can agencies exclusively rely on referrals and networking to drive the success of their firm. Once an almost exclusive source of new business for marketing agencies, referrals from…
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60% Of Marketers Get 6 To 10 Calls A Week From Agencies

From page 12 of our 2017 RSWUS Agency-Marketer New Business Report, we asked the question: How often do you get calls or emails from marketing service firms? Per the graph below, even on the low side, 39% of marketers told us they get calls and emails at least 1-5 times a week. For those of…
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Agency New Business Enthusiasm Growing

Enthusiasm

2017 is shaping up to be a pretty decent year…comparatively. In 2014, the enthusiasm for agency new business hit a low of 19%.  Only 19% of agencies believed that the year had brought them more opportunities than the previous year. In 2016, the enthusiasm meter ticked up quite a bit.  31% of all agencies that…
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69% Of Agencies Say It’s Tougher To Break Through To Prospects

My post title is a stat from our RSW/US 2017 Agency-Marketer New Business Report.  We asked agencies: “Why is it harder to obtain new business?” Per the graph above, the top answer was it’s simply harder to break through to prospects. I’ll get to that shortly. Looking at the other reasons given, 38% of agencies…
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85% of Agency New Business Directors last less than 2 Years

With the release of our 2017 RSWUS Agency-Marketer New Business Report, several stats are worth noting, specifically around new business director efficacy and tenure. One of the initial questions we asked agencies was “Have you hired a full-time new business hunter/director as part of your staff to prospect for leads in the past 3 years?”…
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A Brave New Agency New Business World

I sent the email below to a client after hearing they attained an initial project and thought I’d share my response to the news, as it has implications for all agencies, regardless of size/type: That’s great to hear! While I know it’s a small initial project, (and I know you know this…) here’s the deal…
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6 Sales Tips

Old brain

We had our New Business Directors (and me) sit through a day-long sales training session. The purpose was partly to help them improve their effectiveness as they reach out on behalf of their marketing agency clients. The other purpose was to further educate them on ways they can help their marketing agency clients move opportunities…
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Ad Agency New Business-Playing The Short Game

For this post, I want to give a shout-out-to all of you in the new business trenches, whether you’re a new business director or a partner at your firm. It’s no newsflash to point out that this business is hard. A short, entertaining story to illustrate my point (at my expense): When I started at…
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