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What’s your new business model?
Every advertising agency says they have a new business program. Most, I’ve discovered… have the “oh crap, billings are slow, we need to work the phones, networking events and call some dormant...
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Letters To The Editor That Pull In Business
Awhile ago, we received a call from an agency in upstate New York. “I was looking through a back issues of Money Magazine,” he said, “and I saw your letter to the editor mentioning that one of the...
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Dear Agency Owner – no one reads your agency blog because it sucks
There have been a lot of articles, blog posts, tweets and speeches of late that are all lamenting that many agencies are closing their blogs because no one reads them. Most tiptoe around the “why”...
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Do you know your agency’s sales cycle?
Every business has a sales cycle and communications agencies (whether you’re an ad agency, digital, PR, etc.) are no exception. It used to be pretty straightforward — you either chased after a...
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Do your AEs bristle at the word sales?
67% of an agency’s new business revenue comes from existing clients (on average). The people who are (or sadly — are not) going to bring in those additional dollars are your account team. They...
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How agencies should use content to attract prospects
Content marketing is all the rage but most of it is just packaging. Frankly — agencies have been using content marketing for decades for their clients. It’s not new. But what I think is new is the...
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The perfect new business specialist for your agency
I work with hundreds of agency owners a year. We spend a lot of time talking about what’s working and what’s not working. If there’s one common frustration among agency owners it’s the hunt for the...
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Hey agency owner — fire someone today
Yes, you heard me right. I am talking to you, the agency owner. And I want you to fire someone today. You’re thinking I must be the Scrooge of agency life — suggesting you fire someone during the...
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An agency’s biggest new business waste of time
Agencies are finally embracing the idea of being content creators. That’s the good news. But, they’re also falling into the trap of an agency’s biggest new business waste of time – chasing after...
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Who should be driving agency new business efforts?
Who should be leading agency new business efforts? You’re looking at him in the mirror. Looking for the silver bullet for agency new business efforts? I could sell a great new business person to agency...
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Agency owners: Isn’t it time to get a real agency new business program?
Most agencies don’t have an agency new business program. They say that they just rely on referrals and growing their current clients. And it’s working great. But they’re wrong. They do have one. Here’s...
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Hey Agency Owner – How’s Your Thought Leadership Strategy?
We work hard to help our agency clients embrace thought leadership as a way to position themselves as a premiere choice among their competitors. Which means we need to walk our talk, eat our own dog...
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Hey agency owner — it’s time to learn how to share the sandbox and work with...
One of the agency/client trends that is toughest for most small to mid-sized agencies is learning how to and accepting the idea that you’re going to have to work with other agencies. The whole agency...
View ArticleWhat’s your new business model?
Every advertising agency says they have a new business program. Most, I’ve discovered… have the “oh crap, billings are slow, we need to work the phones, networking events and call some dormant...
View ArticleLetters To The Editor That Pull In Business
Awhile ago, we received a call from an agency in upstate New York. “I was looking through a back issues of Money Magazine,” he said, “and I saw your letter to the editor mentioning that one of the...
View ArticleDear Agency Owner – no one reads your agency blog because it sucks
There have been a lot of articles, blog posts, tweets and speeches of late that are all lamenting that many agencies are closing their blogs because no one reads them. Most tiptoe around the “why”...
View ArticleHey agency owner – want a no fail agency new business tactic?
One of the biggest issues that agency owners and other key staffthat are charged with agency new business face is getting on the radar screen of their prospects. Even when you have the experience,...
View ArticleHey agency owner — the podium is calling (thought leadership for agency owners)
When I review an agency’s new business plan (assuming they have one) one of the strategies that is usually built into the plan is building a thought leadership position for agency owners or leaders....
View ArticleThe Dos and Don’ts of Agency New Business with Lisa Colantuono
“It all begins and ends on chemistry. Everything else in between is absolutely vital, there’s no doubt about it, but it begins and ends on chemistry.” My podcast guest, Lisa Colantuono isn’t telling us...
View ArticleHow to Get Speaking Engagements that Fill Your Pipeline with Gene Hammett
One of the best ways to get on a prospect’s radar screen is for them to see you on stage at a trade conference or show. The implied endorsement of your thought leadership can open many business...
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