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…
Read more

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?”…
Read more

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…
Read more

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…
Read more

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…
Read more

You’re An Agency-Stop Agonizing And Embrace It

There was a panel at Advertising Week in New York of independent agency leaders who were all asked: Is now a good time to open an advertising agency? (I’m sure you have thoughts on the question.) Spoiler alert-the answer was a resounding yes from the panel and I think the recap on The Drum is…
Read more

Tips and Tricks from the New Business Pros – Second in a Series

We recently completed a series of internal sharing session with our New Business Directors.  The purpose was to exchange best practices used when reaching out to marketers. Our first in this series focused on email practices:  Tips & Tricks #1 This second post will focus the things we do to help our clients close business.…
Read more

Your Culture Will Not Get You In The Door With A Prospect

Do yourself a favor and read 4 Reasons the Death of Agency Culture, a Vital Differentiator, Is Near when you get a chance.  There’s a lot to digest that I can see agencies embracing, as well as vehemently disagreeing with. The points raised are important ones, and as ever, I considered the author’s stance from…
Read more

All Your Agency New Business Thought Leader Interviews In One Place

As we bring our Agency New Business Thought Leader Series to a close, we wanted to provide a place to find all six of the interviews our owner, Mark Sneider, recorded with each thought leader. Each interview is below: Michael Gass David C Baker Laurie Mikes Drew McLellan Jody Sutter Tim Williams Thanks again to all…
Read more