Believe it or not, the back half of the year is here. The smart agencies will be prepared with a new business plan, especially as your prospects start their planning several months from now. Too many agencies, using the old adage, don’t see the forest for the trees.  Their new business focus is on appointments, […]

It’s always annoying when you see the click-bait “Death of” or ‘Is X Dead” headline regarding a platform or service, so I was pleasantly surprised with Twitter’s Death Warmed Over in the MediaPost. The author does a nice job of pointing out what Twitter is, and isn’t, in its current state of existence, kicking things […]

Agency New Business is tough business. Many agencies make it harder than it should be by doing it the wrong way when reaching out to a marketing prospect.  As an example, you can have the greatest sales person in the world, but if they don’t understand your agency, or they pound and pound and pound, […]

So many things in agency new business are elementary. They should be obvious, but they are SO fundamental, they’ve just become part of the landscape.     Basics that unfortunately could be a decisive factor in winning new business. In our work this week we observed several oversights and slip-ups (made by OTHER companies!) that […]

Having now managed over 30 searches for brands like Mariano’s, Mercy Health, Jack-in-the-Box, Duck Tape, Mizkan Foods, Cayman Islands, and Motorola, we haven’t seen it all…but we’ve seen quite a bit. Here are some of the “best of the worst” of agency searches – and some pointers for agencies if they’re listening/watching/reading this post! In […]

In our recent New Business Tools webinar, we noted the steady growth in the number of agencies reporting they use email marketing tools for agency new business. Since we began surveying and reporting on agency use of technology in new business development, email marketing tools have climbed from the #4 spot to #2, right behind […]