INFLUENCE. In agency new business – where facing prospects who hold the decision making power that can potentially carry your firm to new heights – influence is a coveted ability. At every phase of the new business development process, building credibility and influence is vital. It’s quite an art to accomplish this pleasantly and […]
Ever put a bumper sticker on your car? I have – usually during political election seasons. Bumper stickers typically very clearly and very succinctly articulate an idea or a position. If you had to create a bumper sticker for your agency, what would it say? How would it define your point of difference in a […]
Brad Jakeman, the President of Pepsi’s Global Beverage Group, had a pretty tough message to send to the 2,700 attendees at this year’s ANA Masters of Marketing Conference: Stop Calling It Advertising! Jakeman, in an impassioned speech given on Thursday at the event, suggested that agencies have not kept pace with the changes that have […]
In a conversation with one of my New Business Director colleagues the other day about particularly successful clients, she reflected on the importance of “Thank You”. She specifically recalled the AdAge article reporting on the new business panel discussion at their Small Agency Conference, when one panelist remarked: “I’ve seen when an agency won the […]
Over the past few weeks, our posts have presented the Agency of the Future, describing traits agencies will need to flourish in our rapidly evolving industry. Several traits we presented described how agencies can continuously grow in value as a partner to their clients. Others centered on becoming a more effective competitor as marketers consolidate agency partners. […]
Your new business prospects are looking for something to sink their teeth into. As our series on future-proofing your agency has illustrated, marketers are consolidating agencies, and agencies are intensifying their agency new business efforts. Amid this increasingly competitive activity, marketers are telling us they receive information from hundreds of agencies who sound […]
This chart probably makes the point best: Marketing Technology has EXPLODED over the past five years. In 2011, the Chief Marketing Technologist Blog identified 100 Marketing Technology firms. As of January this year, that number approached 1900. Little doubt it will have passed the 2000 mark by the time January rolls around again. So what […]
The numbers are enough to make you howl. Our recent survey shows: 59% of Marketers told us they have been consolidating agencies recently. 63% indicated they expected this trend to continue. At the same time, 88% of agencies say they are getting more aggressive with new business strategies. Accordingly, 79% of Agencies indicate the industry […]
It’s like returning to the Ant Farms of our childhood as we turn to the fifth important animal trait for future-proofing your agency. One reason ants are inspirational is their characteristic of working in a highly coordinated fashion. They modify their habitat and adapt to environmental changes; they utilize available resources and deploy division […]
On a regular basis, we survey Marketers individually for input that establishes benchmarks on how their current agency is performing. One of the questions asks Marketers to assess the ability their agency exhibits in keeping pace with the evolution of digital marketing. With only 47% of Marketers saying their agency is ahead of the “digital […]
