Ad Agencies Should KISS for New Business

August 18, 2011

Photo Credit Walt Stoneburner

The K.I.S.S. principle, “keep it simple stupid” is a great maxim to remember when developing a new business program for small to mid-size ad agencies, digital shops and PR firms.

This principle has been a key to success in my years working with new business within an agency environment.

When it comes to new business, consistency trumps perfection. Ad Agencies, the cobbler’s children who have no shoes, are very inconsistent, primarily because they tend to over-think and over-create anything associated with the agency’s brand.

Ad agencies often make things harder than normal. Certainly harder than performing some of the same tasks for clients. They are their own worse client.

That’s why most are so inconsistent with their new business efforts. It’s makes for an unnecessarily painful experience with new business tasks such as updating or redesigning the website; creating a newsletter or eNewsletter; creating direct mail or collateral pieces and even creating and implementing platforms for social media. One agency took over 3 months just to design their blog header.

The person charged with new business for the agency should be on point to simplify anything that relates to new business. Be proactive in keeping all of the processes as simple as possible.

RFPs and agency pitches can also be needlessly taxing upon the time, energy and talent of the agency making new business harder.

For instance, with regards to RFPs. Don’t reinvent the wheel each time a response is created. Covers for RFPs could be designed by well in advance, when there is a lull period and designed for particular industries.

One agency that I previously worked for, we created RFP covers that were specific to Academic Medical Centers. The creative team came up with a great design that was used for every medical center RFP we participated in.

Our creative department was able to put lots of thought into the design because it was not a busy time for the agency. The covers could easily be resized and printed to each RFP, each usually had some variations in their specification, such as size. These covers added a lot to our RFP response and looked custom for each particular academic hospital.

Something as simple as a “leave-behind” collateral piece, following an initial prospective client presentation, can be created and placed on the shelf ready for the next presentation, months in advance.

I know of one agency that had over 50 initial prospective client presentations within 1 year (these weren’t formal pitches) and created  a single leave behind piece that worked for each opportunity.

If your new business responsibilities require you to serve as the agency’s pitch team leader create a simple, repeatable pitch process to save time and energy. Evaluate and sharpen your process after every pitch and find ways to simplify it.

Here are just a few of the benefit for using K.I.S.S. for new business:

  • Much easier to stay consistent and consistency is one of the main keys to success for new business
  • Solve problems faster and meetings can be kept to a minimum
  • Expend less energy from your staff, especially the creative department
  • A huge benefit for your personal time management allowing you to keep your focus on the most important tasks at hand
  • Staff participation in RFPs, pitch opportunities, agency newsletters, collateral, etc will be a much more positive experience that will provide you with their best work and effort
  • You’ll garner lots of appreciation from your time-strapped staff as you constantly look for and implement ways to save time for new business tasks

If you have any examples or ideas for invoking the K.I.S.S. principal for agency new business, please share them in the comment section below.

Additional articles that may be of interest:

2 Comments | Agency Leadership, Best Practices, New Business Talents, New Business Tips, Pitches | Tagged: , , , , , | Permalink
Posted by Michael Gass

The Challenges of Jumping from a Creative Shop to a Digital One

August 16, 2011

Photo Credit charlesdyer

What are you doing to prepare your agency for the digital revolution?

Digital training is critical for the traditional small-to midsize advertising agencies. The strategic partnerships with digital shops have all gone by the wayside, mainly because digital agencies don’t need them any longer.

To quote Aaron Reitkopf, North American CEO of digital agency Profero, “There’s never been a better time to be in advertising, and there’s never been a worse time.” 

Advertising agencies aren’t changing of their own accord, they are being changed. Rising to meet the escalating demands for digital, a lot of agencies are now requiring that almost all of their employees develop digital skills.

Kristina Slade, made the radical decision to leave her job as associate creative director at Omnicom Group’s TBWA \/Chiat\/Day, Los Angeles,  to become creative director at San Francisco-based digital agency AKQA.  In a recent Ad Age interview, Slade shared her challenges. Here are some of the highlights and challenges she expressed in that interview:

  • “… there are better [online] opportunities for brands and consumers.”
  • “Jumping in and absorbing all that tech info was the first hurdle.”
  • “Digital is a self-curated experience, so if someone didn’t engage with you, it just didn’t happen. It’s about what can a brand give someone.”
  • “It was just getting behind the scenes of technology so we could make smarter choices and creative work that was better by leveraging all the potential of different platforms.”
  • “… we actually have metrics and can prove what we can get for every dollar spent in digital.”
  • “The traditional shop is getting smaller. It’ll look like a hybrid shop.”a

Click on the following link to read Alexandra Bruell’s article, “Creatives out of Their Comfort Zone: Kristina Slade”

Additional articles that may be of interest: 

For daily industry news check out Gass Online.

Leave a Comment » | Agency Leadership, Best Practices, Digital | Tagged: , , , , , , , , , | Permalink
Posted by Michael Gass

9 Ways to Stay Focused on Ad Agency New Business

August 12, 2011

Photo credit toolstop

It is hard to stay focused and productive with so many workplace distractions such as laptops, smartphones, tablets and social media.

The new business director has to be like the rudder of a ship when it comes to new business and keep it consistently focused on new business.

I have been working in ad agency new business almost my entire advertising career. I’m   organized and disciplined but I’m  still constantly learning new techniques that lessen distractions and increase my productivity. 

Here are 9 ways that I’ve found helpful to stay focused on new business:

  1. Create an game plan every day. You can use a To Do’s app for your laptop, Smartphone or iPad/Tablet to schedule daily reminders that need to be accomplished as a way to stay focused throughout the day.
  2. Dedicate blocks of time to your most important tasks. Make a specific effort to not allow the distractions or disruptions of others break your focus. After that block of time is up, take a brief break, then begin to focus on the next block of time.
  3. Set times for checking email. A study showed that people distracted by incoming email and phone calls saw a 10-point fall in their IQs, the equivalent of losing a nights sleep. I would suggest avoiding checking your email as soon as you get into the office. One of the first tasks should be to create your action plan and get a good productive start on your work day. At pre-set times,  check and respond to your emails.
  4. Use noise canceling headphones. I don’t only use my headphones when I travel, I’ve found they help me quickly get into a ‘focused zone’ for completing task. I’m actually wearing them as I write this article.
  5. Take planned breaks. It is important to take a breather and it usually enhances productivity, especially if these breaks are pre-scheduled in between your major tasks for the day. This allows for a natural transition and a time to refocus from one task to another.
  6. At work focus on business and at home focus on your personal life. Its important to keep your personal and business life as  separate as possible. You’ll stay more refreshed, focused and productive.
  7. Be comfortable. I enjoy my work environment. My desk, my chair and computer screen are at the right height. I have adjustable lighting for my workspace. The temps just right. My office is organized. Everything is conducive to keeping my mind focused.
  8. Discipline your time online. To avoid distractions my browser’s homepage is set to Google Reader. Having my online content in one location is extremely helpful to avowing distractions online.
  9. Respect the time of others. Instead of calling for a 1 hour meeting, try cutting the time in half. Don’t send lengthy emails, do the extra work to create emails that are concise and to the point. Remember that everyone is busy and  keep the time of your calls to a minimum. Do unto others as you would have them do unto you. Respect to time of others and they will learn to respect yours.

Additional articles that may be of interest:

2 Comments | Best Practices, Time Management | Tagged: , , , , | Permalink
Posted by Michael Gass

When it comes to new business Ad Agencies are ADHD

August 2, 2011

Photo Credit ADHD CENTER

ADHD is a problem with inattentiveness, over-activity, impulsivity, or a combination – It also is descriptive of most advertising agencies, especially when it comes to new business.

For a large number of ad agencies, the atmosphere is chaotic. It is an environment that is in a perpetual state of distraction. Working in this kind of climate is stressful. You’re constantly shifting from one task to the next. There are numerous interruptions and urgent requests throughout each day.

The digital revolution has created additional challenges – how do we stay focused and productive with so many intriguing distractions only a click away. That’s exacerbated with laptops, smartphones, tablets and the popularity of social media.

New business directors must continually refocus their attention, creating fatigue and decreased productivity. That’s bad for agency new business.

Office and internet distractions lessen productivity:

  • Every time we become distracted, it takes an average of 15 minutes to regain complete focus.
  • Gloria Mark, a UC-Irvine professor has found that the average employee switches tasks every three minutes, is interrupted every two minutes and has a maximum focus stretch of 12 minutes.
  • A study showed that people distracted by incoming email and phone calls saw a 10-point fall in their IQs, the equivalent of losing a nights sleep.
  • An American study reported in the Journal Of Experimental Psychology found our productivity goes down by as much as 40% when we attempt to do several things at once.
  • Studies by Gloria Mark, an ‘interruption scientist’ at the University of California, show that when people are frequently diverted from one task to another, they work faster, produce less, report significantly higher stress levels, frustration, workload, effort and pressure.

I have been working in ad agency new business almost my entire advertising career and have completed two post-graduate degrees. I’m   organized and focused but far from perfect. I’m constantly learning new techniques that lessen distraction and increase my productivity. 

One solution that has been the most helpful for me is to dedicate blocks of time to similar tasks. The result – it increases your productivity, creativity, and mental sharpness, while decreasing fatigue, procrastination, and stress. You simply group similar tasks that require similar resources in order to streamline their completion.

Set aside a specific amount of time for specific tasks and make a specific effort to not allow the distractions or disruptions of others break your focus. After that block of time is up, take a brief break, then begin to focus on the next block of time.

Here are some tips to help get you started:

  1. Write it down. Write down 4 to 5 of the most important tasks that need to be accomplished as you begin your day.
  2. Keep time. Use a wristwatch, timer, alarm, PDA or computer—anything that keeps accurate time and is within your sight at all times. When you start a task, say the time out loud or write it down. Allot yourself limited amounts of time for each task.
  3. Check off. After completing a task, manually mark it off your list.
  4. Take a break. A 5 minute break after the completion of each task.
  5. Begin again. Refocus, reset the timer and begin working on the next task.
  6. Take an extended break. After completing your top 4 to 5 task for the day, take a 20 minute break.

I’m a fan of a technique invented in the late 1980s by Francesco Cirillo, a professional in the fields of productivity and process improvement, called The Pomodoro Technique. This easy to use, simple system, used by professional teams and individuals in a range of fields has become a popular tool. It is easy to use and, most of all, it works.

The Pomodoro Technique is a time management system that can help prioritize and accomplish important agency new business tasks.

Here are some Pomodoro resources to help get you started:

  • Download the Pomodoro Technique® book for free or order it on the Internet or from your bookshop.
  • Cheat Sheet. Download a one-page overview of the Pomodoro Technique® .
  • The Pomodoro Technique To-Do Checklist
  • The Pomodoro Pro app is a timer tailored for people using the Pomodoro Technique and designed specifically for the iPhone or iPad.

Whatever plan you use, be committed to improve your focus and time management. Practice makes perfect.

13 Comments | Agency Leadership, Best Practices, New Business Tips, Time Management | Tagged: , , , , , | Permalink
Posted by Michael Gass

The Reader’s Digest Version of the Presentation Secrets of Steve Jobs

July 25, 2011

Steve Jobs is a master presenter and he provides some important lessons that are helpful to any ad agency pitch opportunity.

Carmine Gallo’s book, The Presentation Secrets of Steve Jobs is a must read. There’s much to learn from Jobs presentation tactics and style since delivering. Applying his simple formula can greatly improve any agency’s pitch and help them to stand out from the rest.

“You’re time is limited so don’t waste it living someone else’s life. Don’t be trapped by dogma—which is living with the result of other people’s thinking. Don’t let the noise of others’ opinions drown out your own inner voice. Stay hungry, stay foolish.”
– Steve Jobs

Steve Jobs is not a natural presenter, he has to work at it. Carmine shares that, “for two full days before a presentation, Jobs will practice the entire presentation, asking for feedback from product managers in the room. For 48 hours, all of his energy is directed at making the presentation the perfect embodiment of Apple’s messages.” 

Nancy Duarte recommends that a presenter spend 90 hours creating an hour-long presentation with 30 slides. But only one-third of that time is spent building slides. Another third is rehearsing, but the first third is spent collecting ideas, organizing ideas, and sketching the story.

  • Thinking
  • Sketching
  • Building
  • Slides
  • Scripting
  • Rehearsing
  • 90 hours | 30 slides

Here’s the Reader’s Digest version from a live presentation delivered by Carmine and recreated through by Peter Walker in this Slideshare format.

4 Comments | Best Practices, Fuel for Thought, Pitches, Speaking | Tagged: , , , , , , , , | Permalink
Posted by Michael Gass

How did YOU get into ad agency business development?

June 27, 2011

John Sharpe and his dad mowing the lawn

Ad agency new business hunters are a unique group who share some common traits even though their personal stories of how they got into this business are usually very different.

John Sharpe a partner and the Chief Marketing Office for the BOHAN advertising agency, Nashville, TN. He heads up the marketing and PR efforts for the agency itself.

John is a long tenured new business executive with a sampling of wins such as Cracker Barrel Old Country Store, the Grand Ole Opry, the Peabody Hotel Group, Vanderbilt University Medical Center, Brunswick Outdoor Products, Red Lobster, Wyndham Hotels and Resorts, The Greenbrier, Citicorp Diners Club, Clarks of England and Shoney’s just to name a few.

In his own words, John shares his personal story, how be got his start and ended up spending the majority of his advertising career focused on new business. 

“Hey Mister, can I cut your yard?” 

Over the years I’ve often wondered how other agency new business people got their starts in this crazy profession. Seems like most everyone finds their way to it by means of a slightly different path. My path just happened to be an 18” swath, cut clean across a hundred neighborhood back yards.  

It was the last day of school and I was about to put the fifth grade behind me. The entire summer lay ahead but at my house, the tantalizing combination of summer and no school only meant that real work was about to begin. I was ten years old facing three months of hard labor. Drat.

My dad was what you might call a stern taskmaster, preparing a weekly list of chores as long as my arm. He was old school and just couldn’t stand the thought of me goofing-off all summer, riding bikes and playing basketball with my pals, so he made lists of things to keep me busy. Cut the yard, trim the hedge, paint the doghouse, hoe the garden and then start the next week with a fresh assignment. If and when he ran out of ideas, he would just repeat a previous list.

Remember that classic movie scene in Cool Hand Luke where the sadistic prison guards made recaptured chain-gang escapee Paul Newman dig a hole out under the blistering Florida sun, only to order him fill it up and start all over again? Well, it wasn’t exactly that bad at my house, but after cleaning the garage top to bottom for the third time since school got out, it sure felt that way. Of course there is always the slim chance that the recollections of a fifth grader, some fifty years hence, might possibly be time-enhanced…but nah, I don’t think so.

But then one mid-summer day it came to me like a bolt out of the blue. There was only one possible way to escape my fate of indentured summer servitude. I was a ten-year old who needed a legitimate paying job!

An old man who lived in a duplex down the street always had grass knee-high in his yard, and I am sure the neighbors all grumbled about it. He kept a lawnmower sitting right out by his front porch but I guess he just didn’t have a ten-year old on his staff. Maybe he didn’t even know how to use that old push mower, but I sure did.

I saw him sitting on his porch one day, staring across the sea of Johnson grass before him and without a moment’s thought I hollered from the street: “Hey mister, can I cut your yard?”

He stared at me for what seemed like forever and finally squinted and said, “how much?”

“If I can use your mower, one dollar.”   

By the end of that summer I was cutting most of the small yards at the duplexes nearby, and some of the bigger yards too.  After that first job I convinced my dad to let me use his old push lawnmower, if I paid for the gas out of my earnings—and I spent the next four summers going from house to house all over the neighborhood, fearlessly knocking on doors and making my pitch.

My pitch? Did I say my pitch? Yes, I now realize that’s where it all began. Mowing lawns was a means to earn some cash and escape my dad’s list of stay at home chores, but it was actually closing the deal with a neighbor–negotiating cash for services that really gave me a buzz.

Soon I expanded my product line to include trimming and weeding with my dad’s hedge clippers and swing blade. I was still working all summer while the other kids were playing but at least…I was an earner. And as I had hoped, my dad stopped making lists of chores for me to do. He knew I was working hard and he saw it was paying off. He never said so but I could tell that he was secretly proud. Summer was suddenly looking good for a change and I was emboldened by my ability to close a deal.

Did I mention that my dad was an ad man? I’m a second-generation new business guy. I guess even third generation, if you count my grandfather who worked at a Buick dealership long before I was even born. We were all closers.

My dad had been an ad agency art director back when I was ten and soon after, he struck out on his own and started a little ad agency design shop where he would pitch an account, play the AE role after he got the business and then run back to his cramped little office to crank out the layouts and mechanical art.

It was only recently, after nearly forty years in the ad agency business myself and the last twenty pretty much in business development exclusively, that I realized I had truly been pitching one thing or another my whole life. It just took a while to realize I was born to be a hunter/gatherer.

I was born to be a hunter/gatherer.

If you’re a new business professional, whether a beginner or a veteran of decades of pitches like myself, I am really curious to know your story. What path did you take and how did you get into the business development end of the ad agency business? Were you born to close, or did you learn by watching someone else, or do you just practice trial and error?

Shoot me an email and let me hear from you. We may soon have the beginnings of a new business online support group!

Have a great summer, and happy hunting.

John Sharpe

Email address: jsharpe@bohanideas.com
Follow John on Facebook and LinkedIn

 

We’d like to hear your story. How did you get into ad agency new business? Feel free to email John or add it in the comment section below.

Additional articles that may be of interest:

3 Comments | Agency Leadership, New Business Trends | Tagged: , , , , , , , | Permalink
Posted by Michael Gass

Ad Agency New Business: Tips for Eliminating the Tire-Kickers

June 13, 2011

How not to waste time with unqualified prospects.

It isn’t difficult to secure meetings with prospective clients of small to midsize ad agencies. What is key is to get appointments with qualified prospects that have the proper budget and a readiness to spend money for an agency’s services.

There are a lot of prospects out there are always glad to meet to glean whatever they can from your agency for free. These are the “tire-kickers”, prospects who eat up lots of your precious time and from the get-go never intend to work with you.

One way to eliminate the “Tire-Kickers” is to have a clear call-to-action … an initial first step for any prospective client.

How do you usually begin a relationship with a new client? Do you normally conduct a market or brand audit with a new client? Turn it into your call-to-action. Price it in a way that is a great value for the prospect but helps to recover some of your agency’s time investment. Tire-Kickers usually wont be willing to pay for anything. This will help to eliminate them and provide a reasonable first step for a prospect to become a client.

4 tips for creating your ‘call-to-action’:

  1.  Define your goal. I would suggest that your objective would be for a face-to-face meeting with a qualified prospect.
  2. Keep your offering simple. Remember attention spans is fleeting online. They wont spend a lot of time trying to figure it out.
  3. Make your offering valuable to the prospect. Their takeaway is much greater than their time and monetary investment.
  4. What action. Be clear as to what action you want your readers to take. The action could be a:

*Market Audit

*Brand Audit

*Competitive Analysis

*SWOT Analysis

*Social Media Workshop

*Digital Workshop

*Strategic Marketing Plan

Prospects want to be able to read up on the details of your agency’s call to action within their own time frame. So make it easy for them to find. You can promote it on a special landing page, through your website, blog, eNewsletter, or traditional collateral print pieces.

I consistently hear from agencies, “if we can just get in front of our prospects, we have no trouble closing the deal”. We’ll here’s your chance. By using this approach for a call to action, you meet your primary objective of getting in front of qualified prospects.

Additional articles that may be of interest:

1 Comment | New Business Tactics, New Business Tips | Tagged: , , , | Permalink
Posted by Michael Gass

Skype Infographic: From seed to future piece of the Microsoft empire

June 2, 2011

I often use Skype as a way to stay connected for new business, at home and while traveling for video conference calls.

How important is Skype? Bill Gates personally pushed for the Skype deal, the biggest purchase in Microsoft’s history. It seems to have a very bright future and should remain on your list of tools to watch and warrant your participation.

“The idea of video conferencing is going to get so much better than it is today. Skype actually does get a fair bit of revenue. It’ll be fascinating to see how the brilliant ideas out of Microsoft research, coming together with Skype, what they can make of that.” Bill Gates

I thought you might enjoy the following infographic that contains a host of very interesting information on Skype, and its walk from being nothing but an idea, to its acquisition by Microsoft. As a commemorative to Skype and its future, this infographic illustrates the history behind the brand and its integral part of Microsoft’s future.

Skype

Information provided by : Online MBA.com. Click on the following links for more of Online MBA’s infographics:

 

 

 

 

 

 

Additional articles that may be of interest:

1 Comment | New Business Tools, New Business Trends | Tagged: , , , , , | Permalink
Posted by Michael Gass

Executing Your Agency’s New Business Strategy Requires a System

May 26, 2011

A plan is just a plan, wishful thinking, until it is executed.

How many annual planning meetings has your agency gone through the motions of creating a strategic new business plan only to have it fail in its implementation? Maybe next year, instead of focusing so much attention on the plan, use annual planning to create dynamic processes for execution.

“Execution, more so than planning, is the battleground that determines success and failure.”

Experience has taught me that successfully executing a new business strategy requires a system, not a series of diverse projects performed by different parts of the agency. Here are some practical tips for creating a system for new business for your agency:

  • One person responsible: You will not only need the right person in place to oversee the process, someone who has focus, determination and consistency, the qualities are required for success.
  • Convert your strategic plan into a game plan that includes Milestone Dates, To Do List, Resources, Assignments, etc.
  • Set goals that stretch your agency but that are reasonably attainable and measurable.
  • Determine what is needed to achieve your priorities: People, funding, equipment, space, training/development, etc.
  • Get organized: Use a program such as Basecamp, an excellent, inexpensive online project management tool to help in the implementation process.
  • Just start: A lot of time can be wasted if you don’t start somewhere. Identify and focus on the first step. Once you get going, it’s much easier to keep going. Also remember, don’t over think things, keep it simple.
  • Based on your tasks create a “must work week” schedule. Arrange your work week priorities ahead of time. “If you don’t know and control your schedule, someone else will.” 
  • Be prepared to make changes. This is not an exercise in perfection –  Plans give you a road map to our goals, but you have to be ready to make adjustments, based on your experience in execution. Every plan I have ever seen has obstacles. Don’t abandon your strategy at the first obstacle, create “work-arounds”, solutions, even temporary ones that will allow you to keep the process moving. Don’t let anything stop implementation.
  • Make assignments: clear communications with those who must help with implementation of the various projects is a must. Who is doing what and when. Make sure they know their assignment, due dates and be prepared to prod, poke and push for completion.
  • Close out completed projects.
  • Monitor and report progress: Unless there is an ongoing process for evaluating execution, making decisions about it, and closing the loop with the original strategy, the effort fails. Note: I’ve worked with agencies that are bombarded with internal meetings, communications and reports. Keep this part simple, a monthly one-page executive summary of progress and a brief monthly meeting with only the persons that are necessary to review and make changes, will usually suffice.
  • Periodically highlight successes and celebrate new business acquisitions: This will reward participants and create excitement within the agency.
  • Incorporate “lessons learned” from accessing your accomplishments into the next year plan.

Please feel free to share additional tips and ideas for creating a system for agency new business in the comment section below

Additional articles that may be of interest:

1 Comment | Agency Leadership, Best Practices, New Business Tactics, New Business Tips | Tagged: , , , , , | Permalink
Posted by Michael Gass

Use Social Media to Build Relationships Before the Pitch for Ad Agency New Business

May 20, 2011

Social media allows you to achieve a high level of familiarity and validation before your agency’s next new business pitch.

Prospective clients are looking for chemistry and likability in their ad agency partners as part of the pitch process. Chemistry doesn’t have to be a crap shoot.

One of the great things about the internet is that you can develop relationships with people without ever meeting them. Use this to your agency’s advantage to build relationships prior to your new business pitch.

You can get on a prospective client’s radar by commenting thoughtfully on their posts, retweeting and replying to them on Twitter, and submitting helpful tips to them for articles that have nothing to do with your agency.

Don’t promote, engage by being client centric in your conversations. Focus your attention on them, not your agency. well in advance of the pitch.

Here are some 10 quick tips to implement prior to your agency’s next pitch opportunity:

  1. Ask for a list of the pitch attendees from the client’s side, along with their titles.
  2. Do some intel ahead of the pitch on the various pitch participants and make a list of each person’s social media accounts in LinkedIn, Facebook, Twitter, 4 Square, etc. and engage them.
  3. LinkedIn: look for connections from the client side with your agency’s pitch team such as previous employment, college, friends that are in their network. Your searching for the kind of information that will help build chemistry.
  4. Twitter: follow and engage each person who has an account. Let them know you look forward to meeting them. Tweet the kind of content that would be of interest to the prospective client.
  5. Monitor the Twitter hashtags within their community.
  6. Facebook: You could Friend select members from the client side’s personal accounts and ‘Like’ their companies Facebook page.
  7. Blog: If the company or individual members of their pitch review team has a blog, subscribe to its RSS feed for regular updates to keep up with what is being shared.
  8. Read and research before you pitch. Conduct a search for any writing, press releases or other intelligence their team members may have shared through online publications.
  9. Be sure to share intelligence with other members of your pitch team and help them form relationships with the client’s agency review team prior to the pitch.
  10. Focus on benefits. Your audience only care about how your service will improve their lives. Make the connection for your prospective clients. Don’t leave it to your audience to figure it out for themselves.

Additional articles that may be of interest:

9 Comments | Pitches, Social Media | Tagged: , , , , | Permalink
Posted by Michael Gass

Social Media Has Changed My Life and Ad Agency New Business

May 9, 2011

The single greatest impact upon my life professionally has been social media. It has changed the way I conduct my day, it has changed my perspective, it has impacted my intellectual outlook and it has become the best new business tool that I’ve ever had as a business development professional.

I’m writing this post from my hotel room in London, England reflecting on how far I’ve come since I was introduced to social media over four years ago when I started my consultancy. I have worked with new clients all across the United States from Costa Mesa, CA to Port Clyde, Maine and now my first overseas client located in the UK.

From my home office located above my garage in Alabaster, Alabama, I have built a global awareness for my services and established an international network of prospective clients solely through social media.

Almost every new business opportunity has come about the same way. Usually a prospective client is introduced to my blog ‘Fuel Lines’ by searching for “ad agency new business” through Google or they will click on a link to one of over 600 articles that has been repurposed through Twitter, Facebook, LinkedIn or through a bi-weekly email newsletter. A growing audience helps to make my content viral. Acting as your brand ambassadors they fan these articles through their personal networks.

After becoming a reader, when a prospective client has a need for my type of service, they initiate the contact. This is a new business person’s dream because you’re not having to constantly chase business. You merely read and write, providing helpful content to your audience.  The ones who are drawn to you will initiate the contact when they need help with their new business and social media efforts. I have yet to make a single cold call for any business since starting my consulting services.

A prospect who initiates a call and talks to you as if they know you. That’s because they do! Social media has allowed them to get to know a great deal about you. In their own time frame, they check under the hood, kick the tires and check out the upholstery so to speak. Rather than going through the dating process you’ve moved directly to engagement shortening the purchasing cycle.

You need to look at social media as a savior not a nemesis, an asset rather than a liability and time saver rather than time killer for ad agency new business.

Agencies were reluctant to participate as social media was becoming mainstream because they saw it as a major commitment of their time without much value to show in return. Fortunately a  lot of negative perceptions of social media has been changed. But I don’t believe the majority of agencies have yet to appreciate the huge benefit that social media can actually make new business easier.

Most agencies generate new business through networks and referrals. Social media can greatly accelerates this process. It is networking on steroids. Taking its offline networking expertise online, an agency can now affordably create an international reach for its services.

“Kudos to all! Our social program is generating leads and business from around the world. Earlier this year got a client out of Australia and currently talking to a company in Japan that follows me on twitter” – John Sonnhalter, CEO, SONNHALTER

Utilizing social media can help you to be more consistent for new business. You can keep your prospective pipeline full even when your agency is busy with client work or you are away.

At the beginning of the summer, while my wife and I were vacationing in Key West, I wrote a post and published it along with a photo while on the beach. I wrote, “Vacationing with Social Media and Still Generating Ad Agency New Business,” to illustrate how social media can keep your new business pipeline full even when are away.

With very little effort I have created, maintained and am growing touch points through social media networks with my best prospective clients and all I’ve had to do is read and write.  

Click here to view some of my London trip photos I’ve shared on Facebook.

7 Comments | Agency Leadership, New Business Trends, Social Media | Tagged: , , , , , , , , | Permalink
Posted by Michael Gass

10 Advantages When Ad Agencies Focus New Business Efforts on Their “Sweet Spot”

May 5, 2011

New business targeting is about finding an agency’s sweet spot. Deciding on the most fruitful audience that match your agency’s core competencies and wastes the least amount of your agency’s energy and resources to win.

The sweet spot is that part of the club, bat, tennis racket, etc. that wastes the least amount of energy when it collides with the ball.

Too many agencies fall into the trap of pursuing any prospective client with a budget. Most are not a good fit for the agency.  I think that is the primary reason why 53% of advertisers are dissatisfied with their agencies and the average agency-client relationship is now two years.

If your agency will go after anything and everything you are playing a numbers game. You might get lucky and win a few but you wont be building your brand. Also, when it’s not a good match, you, your staff and most likely your new client are going to end up miserable.

Think about these 10 advantages for focusing new business on your agency’s sweet spot: 

  1. Properly brand/position your agency for success with surprisingly little effort. Most agencies are in a perpetual state of re-branding their agency and redesigning their agency’s website. They can’t ever turn the corner to get them done. Focusing on your sweet spot simplifies the process.
  2. You are able to clearly articulate how your agency is different from the rest. I recently asked agencies to share how they are different from the rest, from the 243 responses, I would say that this is a major problem for most agencies.
  3. More easily build awareness among the best prospects for your agency. Your agency is just a tiny dot in the ocean when you have no target audience. You wont be on anyone’s radar.
  4. With a narrower focus you have the ability to become a respected expert and thought leader in your field. There is no credibility when your agency claims expertise in dozens of industry verticals or disciplines.
  5. Acquire new business with the least amount of wasted agency energy and resources.You know where your agency needs to have a presence. What trade shows, conferences to attend, sponsor or speak at. Your new business budget becomes more strategic and you can better harness the creative prowess of your agency when it is needed.
  6. A much better defined set of criteria for identifying the right prospective clients. Creating a top 25 list of prospects is an easy thing to do and makes building relationships with those prospects easier.
  7. Less strike-outs and a stronger win ratio for new business, because your agency is matched up with its core strengths.
  8. A much broader geographical market area. Most small to midsize agencies have gained new business through referrals and personal networks. Focus on your agency’s sweet spot helps you to broaden your appeal. With the addition to social media, you can have a global reach. As an example, I am headed to London this week to meet with a new client that came about by way of my social media program.
  9. Fewer competitors, because there will be fewer agencies who do what you do. You can also know who your chief competitors are and better maximize hone positioning and appeal against theirs.
  10. As a specialist you can command premium pricing. The cost for seeing my family physician from the expense of my neurological specialist who performed a spinal fusion on my neck was a huge.  Lewis Communication’s, here in Birmingham, AL, commands premium pricing for its services to academic medical centers.

Instead of having a lukewarm appeal to a broad group of prospects, focusing on your agency’s sweet spot can generate a feverish appeal among prospects that are the best match for what your agency does best.

Here are a few examples of small to midsize agencies with a focus:

  • The Dudnyk agency, Philadelphia, PA, biotech brand specialists.They’ve even employed Dr. Chris Tobias, who has a PhD in neuroscience and directs new business development for their agency.
  • The SONNHALTER agency, Cleveland, OH, is being sought out by manufacturers who want to reach professional tradesmen.
  • Kleber & Associates, Atlanta, GA, focuses on brands that build a better home.
  • Levelwing, Charleston, SC, that are experts in data-driven marketing solutions, particularly in auto aftermarket companies.

14 Comments | Agency Leadership, Best Practices, Positioning | Tagged: , , , , , , , , | Permalink
Posted by Michael Gass

A Top 20 List of Ad Agency New Business Articles for 2011

April 29, 2011

Information regarding new business and social media continues to be the top interests of advertising agencies.

There were over 100,000+ page views for FUEL LINES in the first few months of the year. As signs of economic recovery are on the horizon small to midsize ad agencies, digital agencies and PR firms are even more focused on new business. Because many agencies were late to get on board the social media wagon, they are also searching for social media resources that will help them get up to speed quickly.

Agencies are also in a hiring mode and a lot more attention is being given to best practices in hiring, training and retention of their staff. Lots of questions and interaction regarding new skills needed, particularly when it comes to agency new business.

In the order of their rankings, here are the top 20 Fuel Line articles that generated the most traffic in the first few months of 2011:

  1. New Roper Study: 9 in 10 CMOs See Value in Content Marketing
  2. Top 10 Benefits of Social Media for Ad Agency New Business
  3. Steve Jobs: 10 Presentation Tactics for Ad Agency New Business
  4. Forbes: 20 Best-Ever Social Media Campaigns
  5. 2011 Forecast: 100 Global Trends That Will Drive Consumer Behavior
  6. The Top 14 List of Advertising Agency Networks for New Business
  7. Study: Ad Agencies Not Doing a Good Job of Training or Retaining Employees
  8. 16 of the Top Quotes from Fast Company’s The Future of Advertising
  9. Ad Agencies: Three Things a New Business Director Needs for Success
  10. 7 Key Digital Trends for 2011 for Ad Agency New Business
  11. Ad Agency Websites: An Important Tool for New Business
  12. The Future of Ad Agency Promotion at Events Through Social Media
  13. 50 of the Best Insights from Ad Age’s First Ever Small Agency Conference
  14. Study: 50% of Ad Agencies Generate New Business Through Networks and Referrals
  15. Add A Fact Sheet for Ad Agency New Business
  16. 28 Stimulating Digital and Social Media Marketing Quotes
  17. The Top 10 Social Media Questions Ad Agency Clients are Asking
  18. 85 social media infographics for ad agency new business
  19. 5 Ways Ad Agency Blogs Can Produce Significant Traffic for New Business
  20. 16 Signs That Social Media Isn’t Working for Ad Agency New Business

4 Comments | Best Practices, New Business Talents, New Business Tips, New Business Trends, Social Media | Tagged: , , , , , , , , | Permalink
Posted by Michael Gass

5 Ways to Recycle Older Content for Ad Agency New Business

March 31, 2011

Continue to generate a great return on your time investment, writing for your agency’s blog, by recycling older content.

As you write your posts, learn to write “ever-green” to give the content a long shelf life. I recently wrote a post, 50 of the Best Insights from Ad Age’s First Ever Small Agency Conference, the first ever small agency conference sponsored by Ad Age. Even though this was a one-day conference, I purposefully wrote the post in a way that would allow the content to be used for a much longer period of time.

My recycled posts continue to generate lots of blog traffic and fresh comments from readers who have just discovered them for the first time. The date of the material shouldn’t matter. What should matter is relevancy. Is the content still of value to your audience?

Here are 5 simple ways to repurpose older content:

  1. Twitter: This isn’t like your email inbox. People are on and off Twitter rather quickly. Often they are scanning for helpful resources to their advertising/marketing challenges. That the majority of your followers would see a post that you published at 11 am on a Thursday is remote. It’s about reach and frequency. SocialOomph is a great program to assist with repurposing content through your Twitter account and allows you to control your publishing schedule knowing what post is being published when.
  2. Email Newsletters: Posts from your archive will find new life by way of your newsletter. You can group older posts around a particular category or theme. Highlight the “best of” your online content. Here are a couple of examples: Fuel Lines, Convince and Convert’s Vault
  3. Facebook and LinkedIn: Another way to repurpose content is through other social media platforms such as Facebook and LinkedIn. Just not with the same frequency of posting as you would with Twitter.
  4. Through other posts: Do the work on behalf of your readers and at the end of your new posts include links to additional content that is relevant. Check out my ‘Additional articles of interest’ at the end of this article.  This makes it easier for your readers to find relevant, older content on your blog.
  5. eBooklets and Whitepapers: After you have been writing awhile, you can easily pull together content to create eBooklets or whitepapers to share with your audience. I have also pulled older content together for SlideShare presentations. You can even recycle your blogs content into a book. An example is Bob Hoffman’s The Ad Contrarian.

I would also suggest revisiting older posts that may not have generated very much traffic. With the proper edits and revisions you can breath new life into them as well.

Additional articles that may be of interest:

5 Comments | Agency Blogs, Best Practices, Social Media, Twitter | Tagged: , , , , , | Permalink
Posted by Michael Gass

Ad Agency Websites: An Important Tool for New Business

March 30, 2011

Research shows websites influence 97% of clients’ purchasing decisions.

Your agency’s website is your online brochure, the place to present credentials, capabilities and most importantly your agency’s creative work.  Not only is it the place prospects and clients go to learn more about your agency and its services, but it has a huge impact on their ultimate purchase decision.

For professional services firms, “74% of buyers report the service provider’s website holds at least “some influence” over their ultimate decision to buy services from the provider.” – Raintoday.com

An agency’s website provides the opportunity for your prospective clients to look under-the-hood, kick the tires and check out the upholstery on their own timetable.

With well-designed websites prospects should be able to:

  • Establish capabilities and professional credentials: through professional design, writing, and arrangement of content.
  • Establish that your agency is worthy of consideration: through an overview of your services, client list, biographies of staff, case studies that show how you’ve helped clients and a sampling of your creative work.
  • Establish your agency as an authority: through a clear point of differentiation and expertise, essential elements for creating an appeal and a necessity of winning new clients beyond your local market.

Your agency’s website is the place for:

  • Press releases – Announcements about new hires, new client acquisitions, awards and other agency news.
  • Current clients and work experience.
  • Staff profiles.
  • Highlight case studies, testimonials, advertising and marketing campaigns.
  • Resources such as articles, white papers, research findings and presentations.
  • Agency services. Provide a clear understanding of what services your agency provides.
  • Show casing your agency’s creative capabilities.
  • Job postings, staff recruitment highlighting your agency’s culture.
  • Highlight your agency’s associations such as with the 4As, MAGNET, TAAN or other agency affiliations.
  • Links to your agency’s social media platforms such as Facebook, LinkedIn and Twitter.
  • Facts about your agency. Provide a link to an easy to print, downloadable PDF Agency Fact Sheet on your agency.
  • A call-to-action. Provide a path to engagement for your visitors. Include information about first steps for a prospect, such as a brand or market audit.
  • Contact information. Make sure that prospects know who to contact for new business other than info@.

Remember also that usability is a critical success factor for websites. If yours isn’t easy to use it is a very poor reflection of your agency and prospects will simply leave it. Users are highly goal-driven on the Web. The ultimate failure of a website is to fail to provide the information users are looking for.

A final tip that I hope you find helpful: Businesses that blog get 55% more website traffic than those that don’t.

Additional articles that may be of interest:

2 Comments | Agency Leadership, Digital, New Business Tips, SEO | Tagged: , , , , , , | Permalink
Posted by Michael Gass

Ad Agencies: 5 Solutions for Hiring, Training and Retention

March 29, 2011

“The average Starbucks barista gets more training than the average communications employee.” Andrew Bennett

According to a recent 4A’s and Arnold Worldwide Survey:

90% of agency staff say they have to figure things out on their own due to the lack of training and 50% of talent in the marketing and communications industry feel undertrained and with no definable career path.

The survey found that agencies are losing employees because they see little career pathing, feel they’re learning on the job and find new employers that invest more in training.

Andrew Bennett, Global CEO of Arnold Worldwide, further reports on this landmark 4A’s study on hiring, development and retention at the 4As Transformation 2011 conference:

The Problem – according to the recent 4A’s and Arnold survey on hiring, development and retention of agency executives:

  • 30% of the collective agency workforce will be gone within 12 months
  • 70% of employees would call a recruiter back if one reached out to them
  • 96% of employees surveyed said they feel they could easily get a job, in part because of the improving economy
  • 37% expect to stay one to five more years in the industry, 66% plan on staying more than five years in the business
  • 90% of employees said they learned by figuring out problems on their own. Conversely, 25% of execs said employees figured out their own issues

The Solution  - Benett’s 5 solutions to turn employee attitudes around:

  1. Invest in talent in the early stages, such as schools
  2. Promote cross training
  3. Introduce new incentives, such as education financing or sabbaticals
  4. Fix performance management
  5. Engage employees in the career conversation

Additional articles that may be of interest:

3 Comments | Agency Leadership, New Business Talents | Tagged: , , , , , , , , | Permalink
Posted by Michael Gass

Create a Call to Action for Ad Agency New Business Through Social Media

March 11, 2011

A strong Call-to-Action is needed to convert your blog’s visitors into new business opportunities.

The most important key to converting your agency’s blog visitors into leads is to have a “call-to-action”. A strong call to action is a clear, simple and compelling offer that persuades your readers to take the action you want. Just having a “Contact Us” form on your blog site is not very appealing to your blog’s visitors. It doesn’t count as your call to action.

People want to work with other people that they, know, trust and like. Prospects are visiting your agency’s blog site or website, they’ve had a chance to kick your tires, check out your upholstery and take a look under your hood  -  they feel like they know you.  What next? Don’t leave them clueless. Clearly outline a first-step engagement for them through a specific call-to-action.

I would suggest creating an offer for a particular service, something that is usually a first-step that you normally conduct with every new client, like a brand or marketing audit. Price it in lower than normal, a clear value to the prospect. This will do 3 things:

  1. Render a quicker decision from your prospects. They are not having to make a major financial commitment at this point. They’re just committing to take a small initial step.
  2. Identify the true prospect from those that just want to pick your brain for free and will never pay for your services.
  3. Pay you, at least for a portion of your time, for important face time with your prospective clients.

I consistently hear from agencies, “if we can just get in front of our prospects, we have no trouble closing the deal”. We’ll here’s your chance. By using this approach for a call to action, you meet your primary objective of getting in front of qualified prospects.

Here are a few tips for creating your ‘call-to-action’:

  1. Define your goal. I would suggest that your objective would be for a face-to-face meeting with a qualified prospect.
  2. Keep your offering simple. Remember attention spans is fleeting online. They wont spend a lot of time trying to figure it out.
  3. Make your offering valuable to the prospect. Their takeaway is much greater than their time and monetary investment.
  4. What action. Be clear as to what action you want your readers to take.

1 Comment | Agency Blogs, Best Practices, Social Media | Tagged: , , , , , , , | Permalink
Posted by Michael Gass

MAGNET Global Network for Ad Agency New Business

March 4, 2011

Ad agency networks provide a wide variety of  benefits plus be a boost for new business opportunities.

The MAGNET advertising network collectively bill more than $2.7 billion dollars and the organization’s 39 members are located in major markets across the United States and around the world including Tokyo, Hong Kong, Ireland, London, Dubai, Moscow, Munich and Paris.

“It is so exciting to work and assist these talented independent advertising agencies achieve their goal. In a matter of 24 hours, I can connect an agency in London with an agency in California, to Boise, Idaho to Houston, TX for collaboration and work on a specific project. It’s amazing to see the cooperation and work among the agencies.” – Cheri Gmiter, Executive Director, MAGNET Global Network

“I’ve been in MAGNET for over 20 years and it has been my MBA program. I’ve learned so much from my fellow independent agency CEOs and made many life-long friends. My agency and I are better from being a part of this global CEO network.” - David Littlefield, CEO, Littlefield Brand Development

I recently spoke at MAGNET’s Winter Conference at the beautiful Turnberry Resort, Aventura, Florida, near Fort Lauderdale. After traveling in harsh wintry conditions since early November, the conference location was a welcomed relief.

Just like I needed a respite from the snow and ice, agency principals need an occasional break from their isolation, to meet with other agency principals who face the same issues of running a small to midsize advertising agency. There’s usually too much competitiveness for agency owners to ‘let down their hair’ with other agency owners within the same market.

Networks such as MAGNET, provide personal and professional refreshment.

Here are a few of the benefits that I see MAGNET, and similar agency networks,  provides its members:

  • Seminars and workshops on a variety of agency functions: I was part of their New Business Seminar last year. Other educational events would include future trends, planning and strategy, leadership, account planning, digital, media, social media, etc.
  • Research. MAGNET conducts 3 annual surveys on behalf of its members: CEO and staff compensation, Agency costs analysis and billing and agency statistics.
  • Legal counsel that is on a retainer for Network members.
  • Sister agencies that can assist in RFPs and Pitch opportunities. At dinner, one of the members shared that if they had an opportunity to pitch their state’s lottery, a sister agency, with lots of lottery and gaming experience could provide invaluable consultation.
  • A global network of assistance. At our dinner table was an agency owner from Hong Kong who was having a conversation with two other agencies who had clients with interests in China’s market. She offered talked about some of the cultural differences and customs that would be important to know about and offered for her assistance and networks on the ground there. An agency’s global affiliations and networks are becoming more important to clients.
  • Continuing education to improve agency operations and best practices. An agency owner shared with me that he had been a member of MAGNET for over 22 years. He said, “This has been my MBA. All of the training that comes from events such as this and the information that is provided from other members has been a huge help in our success.“
  • The camaraderie among the agency owners is what impressed has impressed me the most on the occasions I’ve had to be affiliated with their seminars.  There were friendships that go back over 20 years and the newest members seemed to be as welcomed. Affiliations such as this allow agency owners to tap into the expertise and specialized capabilities of their network partners.

For additional information about MAGNET and the other top agency networks click on this link: The Top 14 List of Advertising Agency Networks

I’m sure that Cheri Gmiter, Executive Director, for MAGNET, would be glad to answer any questions you may have about their group.

Here’s a quick listing of the MAGNET agencies for you to explore:

North America

EUROPE

ASIA

5 Comments | Agency Leadership, Agency Networks | Tagged: , , , | Permalink
Posted by Michael Gass

The List for Ad Agency New Business

March 2, 2011

To begin a successful agency new business program one of the first steps is to identify your best target audience and build a data base of company information that would include a contact database.

The List is a B2B sales lead generation resource with access to over 108,000 marketing, advertising, and media decision makers. Subscribers use the corporate decision makers contact database to generate sales leads and target new business prospects.

The List is one of the better services that I’ve used when I was leading new business efforts for a number of agencies. They specialize in providing intelligence to  advertising, marketing, and creative agencies.

Ad agency new business directors spend lots of time locating and pre-qualify prospective clients for their agency. The List simplifies this process and allows them to connect with prospective clients faster and easier. A very comprehensive new business prospecting tool.

Email and mailing list are easily assembled through a quick search and can be downloaded as an Excel or .cvs file. I’m already spending  more of my time executing tactics to win new business and far less time looking for the right contact information.

The best way to evaluate whether or not The List provides the new business intelligence for the type of prospects you agency is focused upon it is to take advantage of their free trial. If you are interested, access it by Clicking Here

Conduct some prospective client advanced searches by geography, industries, specialties and revenue/media spend/size.

To evaluate any data resources for prospective clients here are a few helpful tips:

  • Out of 100 contacts, how many are incorrect information? More than 10 incorrect data points and you’re dealing with inaccurate information.
  • How long does it take you to find the contact you’re looking for? How does this compare to your current data provider?
  • Once you have your desired contact, do you have the (correct) email, direct dial, address? Does your current information provider have it? Is it accurate?

Trying to maintain your own database is not the best return on your time investment, that’s why services such as The List are valuable.

Todd Knutson, CEO of The List, has created a blog, New Business Intel: Driving Ad Agency New Business. Todd provides lots of resources, tips and tactics for new business that I’m sure you will find helpful.  You can also follow and engage with Todd through Twitter: @Todd_Knutson

5 Comments | New Business Tools | Tagged: , , , , , , | Permalink
Posted by Michael Gass

Twitter Study Provides Data for Ad Agency New Business

February 22, 2011

Understanding how your prospects are using Twitter and what personal data they are willing to share can boost its use for ad agency new business.

Sysomos is the leading provider of social media monitoring and analytics technology. They have analyzed more than a billion tweets generated by over 20 million Twitter users in 2010. This included bio, website address and location information (both textual and lat / long) disclosed in their profile pages to see how many details Twitter users were divulging.

Here’s some of the highlights of  Twitter usage in 2010:

  • The number of Twitter users offering personal information within their bios has more than doubled to 63.3%, compared with 31% in 2009.
  • 82% of Twitter users now provide a name, compared with only 33% in 2009.
  • 73% provide location information compared with 44% in 2009.
  • 45% of users submit a website address versus 22% a year ago.
  • From January, 2010 until mid-August, 2010, new users accounted for nearly 44% of the total Twitter population.
  • Only 0.05% have more than 10,000 friends they follow, and only 2.05% have more than 1,000. The vast majority of users – 95.8% – have less than 500 people they follow.
  • Only 0.06% of Twitter users have more than 20,000 followers, and only 2.12% have more than 1,000 followers. Meanwhile, 95.9% have less than 500 followers.
  • More than three-quarters of Twitters users – 80.6% – have made fewer than 500 tweets, 2.7% have made more than 5,000 tweets.
  • A small hard-core group (2.2%) have accounted for 58.3% of all tweets, while 22.5% have accounted for about 90% of all activity.

Click on the following link to read Sysomos report: Twitter Statistics for 2010: An in-depth report at Twitter´s Growth 2010, compared with 2009

Some Twitter tools to help you measure and improve:

  • TweeterGrader: a free tool that allows you to check the power of your twitter profile compared to millions of other users that have been graded.
  • Tweetstats: a free tool that will graph your Tweets and show how many retweets.
  • Bit.ly is a universal url shortener that not only provides a handy service in shortening urls but also allows you to access analytics to see how many people are clicking on your link.

Additional articles for using Twitter for ad agency new business:

2 Comments | Twitter | Tagged: , , , , , | Permalink
Posted by Michael Gass

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