Agency New Business Frustration Reason #38: What do I mean by selling the invisible? The notion came, as many solid post topics do, from a conversation I had with an agency team on how the industry has changed, relative to new business. More specifically, one of the principals asked me how our world of new […]
Some agencies decide they want to land that big client and go prospecting for whales, focusing their new business strategy solely on 5 to 10 of those in the hopes of landing just one. Aspirational prospects should be included in your new business plan, but this 25th episode of 3 Takeaways explains why it’s not […]
Several of us here in the office made a day trip to Akron, OH for a meeting, and a member of our team (nice recommendation, Steve) suggested we have lunch at a local/regional favorite, Swensons Drive In, where we found Swenson’s employees sprinting on the job. You’ll understand momentarily, but here’s a hint: if you […]
In a recent consulting engagement with an agency in the Southeast, I reviewed several of their agency new business processes: pitching, presenting and proposals, including RFPs won and lost. I had them present a recently lost pitch to help me get a complete look at how they manage the development of their content for new […]
I attended a presentation from new business leaders at their respective agencies on new business success, and there was an interesting dichotomy between the individuals on stage and in the audience. The five on stage all worked at agencies that were part of major holding companies. The audience, conversely, as shown by a show of […]
I’m going down a rabbit hole with this one, but it’s a topic near and dear to my “sales email” heart. That is, leading a sales email with “Hi, I hope you’re well.” May seem like a minor thing, and maybe it is, but the topic, or practice, comes up more than you might think. […]
Is Client Turnover Making You Uncomfortably Numb? This episode comes from a conversation I had with an agency principal. Overall, this principal said he was optimistic about the industry, but struggled with the lack of client loyalty, the RFP slog and potential clients constantly shopping. Our 3 Takeaways provides you with some important food for […]
A couple of weeks ago, I had the opportunity to attend MarTech West, one of the premier marketing technology conferences in the country. They have a sister conference coming up this Fall out East. Well worth checking out. For marketers, marketing technology matters because it’s going to make them more efficient, operate smarter, and ideally […]
I spent time at MarTech West the other week listening to keynote speakers and visiting all 80 of the exhibitors at the show. I talked with each of these exhibitors to learn directly from them about the trends and challenges and opportunities they are facing – as well as the challenges […]
The agency world saw a huge acquisition earlier this week, as Accenture purchased creative firm Droga5. What are the implications of the $200+ million move, and how does it change the landscape for marketers looking to make the most of their agency relationship? While the news may not directly impact your agency, it serves as […]
