2 Reasons Your Agency Can't Ignore Outbound Right Now [Data]

I’m going to give you 2 reasons your agency can’t ignore outbound right now, but first, a quick table set. If there’s anything agency leaders know, it’s the cyclical nature of the industry.  Certain trends ebb and flow like the tides, for example, this sound familiar?  “This year, we’re moving everything in-house.”  (Next year) New plan! We need an agency.  (Mid-Year) We need multiple agencies.  (End of Year) OK, we […]

You're in the pitch. Do you have a plan to win it?

We’re pleased to have Jody Sutter guest posting for us on the topic of the pitch. Do you have a plan to win it? Jody Sutter is a business development expert and the owner of The Sutter Company, a new business consultancy that advises small agencies on organizing and operationalizing their growth strategy.   She helps them generate revenue […]

3 Ways Agencies Can Land And Expand

We’re going to talk three ways to look at how to land and expand, and how it ties into your overall new business strategy. Organic growth is one, if not the biggest profit driver for your agency, yet so many struggle with it. Welcome to “3 Takeaways”, your agency new business video series where we focus on one new […]

Your Prospects Are Surrounded By More Noise Than Ever

We shot an episode of our 3 Takeaways series (3 Ways To Break Through To Your Oversaturated Prospects) on how digitally saturated your prospects are today-how much more noise surrounds them than ever before. Agency new business, and sales generally, has always been about getting your prospect’s attention in a meaningful way. COVID has isolated […]

Your Phone Is Your Client-A Cobbler's Children Update for 2021

The most-used description we hear for agencies and their new business process (or lack of one) is the story of the cobbler’s children. (If you’re not familiar, read here.) But given that’s a proverb from hundreds of years ago, I was struck with inspiration for an update to describe how often agencies ignore the process of […]

4 Questions To Ask Yourself When Judging First Prospect Meeting Effectiveness

When agencies are considering our services, one of the first questions I typically ask is how they’ve handled new business in the past and are currently handling it. One response I often get when an agency is considering a change, in regards to past performance: “we had someone internally but the prospect meetings didn’t go […]

3 Takeaways Ep. 62 - Don’t Lose Focus w/Horizontal Positioning

In this three takeaways, we lay out 3 examples of how agencies with a horizontal positioning that targets multiple verticals, can achieve better prospecting focus and drive more new business,  Hey, welcome to “3 Takeaways”, your agency new business video series where we focus on one new business category and give you three takeaways to help improve […]

We All Do The Same Stuff-Ad Agency Business Development  

In a presentation I gave to the Portland Ad Federation (a shout out and thank you for having me!) on ad agency business development, I kicked it off with the statement, “We all do the same stuff.”  I was referring to agencies overall, although it’s not actually my quote.  I took it from a panel on […]

Two Secrets For Writing Engaging Agency New Business Content

Two Secrets For Writing Engaging Agency New Business Content  We recently had a client come to us as they plan an internal review of their agency communications, and they asked several salient questions across categories and disciplines relating to new business.  One of those was a question I wanted to share, because agencies ask some version of it often:  What blog post subjects seem to be […]

Why Agency New Business Prospect Lists Need The Human Touch

Why Agency New Business Prospect Lists Need The Human Touch It can be tough to search for new opportunities while maintaining your current client load, and creating solid prospect lists is equally as tough. Across the board, it can be difficult to know how to prospect for new business effectively.  Where do you even begin? […]