tall hamburger

What’s “Worth” More Budgeting Dollars: Lead Nurturing vs. Lead Generation-Part 2

, ,

We’re excited to present the second part Jude Fischer’s guest post, What’s “Worth” More Budgeting Dollars: Lead Nurturing vs. Lead Generation.  Jude further discusses budgeting, and the results other companies are realizing through their lead nurturing efforts. Studies by Gartner, Forrester and a host of others indicate that anywhere between 70% and 95% of the […]

Read more
/by
coffee trigger

What’s “Worth” More Budgeting Dollars: Lead Nurturing vs. Lead Generation-Part 1

, ,

We’re excited to have a two-part guest post by Jude Fischer at Adventive Marketing, Inc: What’s “Worth” More Budgeting Dollars: Lead Nurturing vs. Lead Generation. Jude’s post fits in nicely with our methodology and commitment to lead nurturing. We so often hear “lead generation” as a catch-all for ad agency new business development, but don’t […]

Read more
/by
eel slap

Ad Agency Face Slap-Your Blog is Unreadable

, , , , ,

I’ve been reading Adam Singer’s blog the future buzz lately and one of his recent posts, Most Marketing And PR Agency Blogs Are Unreadable was a fairly stirring indictment of the state of ad agency and PR blogging. While I think there’s a bit of blanket generalization in the post, for the most part, it’s right-on. The […]

Read more
/by
frontline combat

From the Agency New Business Front Line: The Most Important Hiring Criteria

, , ,

Hire someone internally to handle your agency new business effort or look outside to a company like RSW/US or others out there. A tough call perhaps, the good news is you’re thinking about it. (You are, right?) Let’s focus on that internal hire, and more specifically the hiring process for the purposes of this post. […]

Read more
/by

The Advertising Industry “Mass Exodus” and What it Means for New Business

, ,

There have been a few articles lately bemoaning the state of the advertising industry and specifically how some in the industry have left big agencies to make it on their own by opening an agency themselves. The most recent is titled “Creative Exodus in Adland: It’s Just Not ‘Fun’ Anymore.” And it’s eye-opening on a […]

Read more
/by
old people

Ad Agency New Business: Doing it the Old Way

, , , , ,

In our most recent survey on agency new business, Agency executives state that the top reason why they find it a lot harder to obtain new business this year, relative to years past is because it’s a lot harder to break through to prospects. Typically, this “reason why” ranks among the higher reasons why Agency […]

Read more
/by
Village

Ad Agency New Business-It Takes A Village

, , , , , ,

In our recent survey on Ad Agency new business, principals of Agencies note they continue to struggle with finding and maintaining effective new business managers. 69% of all respondents in the survey stated they replaced (on one or more occasions) the new business manager they brought into the Agency to help them build business. The […]

Read more
/by
things that might kill you

The Assumptions that Will Kill Your Ad Agency New Business Effort

, , ,

A follow up to a comment on our post Don’t Know Enough About My Company. First, a quick set-up of that  post to give you some perspective. The post was based off our then most-recent survey and the specific finding that “78% of senior marketing executives stated agencies don’t know enough about their company when […]

Read more
/by
wall

Why Your Ad Agency Prospecting Emails Are Getting You Nowhere

, , , , ,

I received an email from a salesperson this week that was similar to many I receive: giant blocks of text, staring at me, unyielding, from my screen. I was immediately exhausted and the delete button became my savior. Interesting that Marketing Profs had an article last week discussing this very issue, titled Two Sure Ways to Make […]

Read more
/by
Used to be BFF

You Remember the Envelope Right, Used to be Your Ad Agency New Business BFF?

, , , ,

Ad agency new business, you’re such a fickle mistress. As an agency principal and/or new business director, you’re given a great deal of advice, but one channel you rarely see mentioned as of late is direct mail, and more specifically, the envelope.   The envelope gets no love, does it? It’s funny, we’ve actually heard […]

Read more
/by