Fueling Ad Agency New Business
Artificial intelligence can make business development easier and efficient. AI offers a wide range of benefits across a variety of industries and applications. It has the potential to transform the way that businesses, leading to increased efficiency, accuracy, personalization, and innovation. AI, is still a relatively new technology but it’s time that ad agencies carefully […]
Your agency’s mission statement can have new business value and measurable results. Most ad agencies have a mission statement. Most are filled with wordy jargon that is often forgotten, misremembered or flatly ignored by staff and is meaningless to prospective clients. Your mission statement should foster clarity.
How to win new business without pitching, reclaim control of client engagements and stop giving away your thinking for free. My friend, John Sharpe, has spent nearly forty years in the ad agency business and the last twenty in business development exclusively. He is a personal friend and mentor with an impressive resume. So when […]
How ad agencies acquire new business has changed dramatically and that effects the knowledge and skills new business directors need to make it happen. People who have done this job in the past are struggling. The tenure of a new business director is now two years or less. In a recent survey conducted by RSW/US, […]
A SWOT analysis is a good starting point for someone who is charged with creating new business opportunities for a small to midsize advertising agency, PR firm or digital shop. Part of Steve Jobs’ 12 Rules of Success: Perform SWOT analysis. As soon as you join/start a company, make a list of strengths and weaknesses […]
If your agency’s social media participation isn’t developing new business leads, it’s important to know WHY. From my experience, most agencies finally got on board with social media in 2010. They created their agency’s blog, Twitter, LinkedIn, Facebook and Instagram accounts and jumped in. 70% of marketers report that social media marketing delivers poor or […]
Agencies talk about the value of content marketing but few are doing it and even fewer do it well. I spoke recently, for the first time, at Content Marketing World Conference & Expo. There were over 4000 marketers from 50 different countries that participated. But, where were the ad agencies? They were noticeably absent from […]
Agencies have lots of problems when it comes to new business. Almost my entire career in advertising was spent in business development. I’ve been a consultant to advertising, digital, media and PR firms for over ten years. I’ve worked one-on-one with over 270 agencies. From my experience, new business is becoming more complex and […]
Stop selling your services, that’s not what prospects are buying. Agency business development programs are often sales focused. They’re built around outbound, interruptive sales tactics that are designed to start engagements with prospective clients. The prospects have little, if any, awareness of the agency or how they’re different from their competitors. Success in “selling the agency” is proving […]
Take a look at the most popular articles of the year. Every year we provide a list of articles receiving the most page views of the year that were published on Fuel Lines. Which topics were the most popular with our readers in 2016? Here’s the “Top Ten” list of the most-read articles. Some of them were written this past […]
Michael Gass, Business Development Consultant | Speaker | Author of Fuel Lines
Fuel Lines provides new business resources for Advertising, Digital, Media and PR Agencies.
It has been rated among the top 100 marketing blogs in the world, according to Ad Age’s Power 150.
Since 2007, Michael has helped pioneer the use of social media, inbound and content marketing strategies specifically for agency new business.
Read more about Michael
An essential component to your agency's new business program is a prospective client data base.
In my opinion one of the most accurate online database of marketing and advertising decision makers is Winmo. I highly recommend them.
I'm Michael Gass, I'm an author, speaker and a new business consultant to advertising, digital, media and PR agencies.
Since 2007, I have helped pioneer the use of social media, inbound and content marketing strategies specifically for agency new business.
Fuel Lines is my social media 'home-base. It has been ranked among the top 100 marketing blogs in the world, according to Advertising Age’s, The Power 150.
Learn more about me