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 […]
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 […]
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 […]
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 […]
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, often stories of them sabotaging that first meeting with a prospect. When I hear that, I always ask the agency principal to provide further detail-where did it go wrong? Often those […]
In a recent conversation with an agency principal on ad agency new business, he said they’d gotten to the point in the last several months where they’re saying no to business more often than yes-an obviously ideal position to be in. How close is your agency to being in that place? I hope you’re there […]
Tim Williams of The Ignition Group, a practice dedicated to helping agencies create and capture more value, kindly agreed to offer his perspective on one of the key discussion points coming out of our latest survey on agency new business: Agency Specialization. It was a great exchange and Tim offered some fantastic insight that can be […]
We’re focusing today on agency specialization-a hot topic and an important one. Video Transcript: I’m Lee McKnight, Director of Business Development for RSW/US, we’re a new business We are a full service, outsourced business development group that works solely with Agencies win new business by finding qualified leads, setting meetings on our agency clients’ behalf, […]
In our 2013 Agency-Marketer Business Survey, we assessed agency selection criteria. We wanted to find out how important different variables were in their decision making process when selecting a new agency. We asked agencies the same question – relative to what they thought marketers were using and what they thought they SHOULD be using. Interestingly, […]
One feature I particularly like about our surveys are the open-ended comments we include from marketers, and in our most recent report, we included 4 pages of comments from Marketers, all of which highlighted the ever fickle Marketer-Agency relationship. in the survey, Adweek provided us with the following question: What amount of an agency’s business must be focused […]
