Fueling Ad Agency New Business
Most agencies have an active new business plan but 67% of responders don’t view their program as successful. “When it comes to new business, it’s important that agencies never become complacent, even when times are good. In order to nurture and grow a vibrant agency, there must be a steady stream of new business opportunities […]
Agencies fail to realize the importance prospects place on having a knowledge of their industry and a positioning of expertise. Small to midsize agencies continue to promote themselves as full service, even though it’s rare for an agency to have a full service client. They use “full service” to broaden their appeal to most prospects. […]
A plan is just a plan until it’s executed. Execution is the battleground that determines success or failure. According to the RSW/US survey report, 66% of agency execs stated their new business hire was unsuccessful because the person lacked a methodology. How many annual planning meetings has your agency gone through to create a strategic new business plan only to […]
One of our biggest challenges for new business is knowing work on each day. It’s also the key to lessening the distractions and increasing our productivity. So, the use of your calendar needs to be a priority.
How to speed up the process of developing inbound leads for ad agency new business. I recently had the pleasure of being interviewed by Jake Jorgovan for this episode of his, Working Without Pants Podcast, sponsored by Outbound Creative. I share in-depth tactics to help agencies with their inbound marketing strategies. A lot of agencies have a hard time seeing new […]
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 […]
Social media is a primary force that is redefining the role of the men and women who oversee the world’s largest companies. The importance of social media to business has dramatically escalated. We have moved through the “hype phase of social media when businesses felt compelled to participate because it was such a fad. We have […]
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 […]
Why is content such a valuable strategy to help ad agencies drum up new business? I thought I would share a recent interview conducted by content marketer, Andy Baldacci. Andy hosts Hubstaff’s Agency Advantage Podcast where he helps agency owners grow their business. If you’re skeptical of the value of content marketing for your agency […]
Delivering a presentation that moves prospects to action STARTS with the presentation deck. I’ve reviewed hundreds of agency presentations. Could somebody please tell me why great CREATIVE PEOPLE become so BORING when creating a presentation? PowerPoint and Keynote slides have the ability to empower your presentation or kill it. Most presentation decks are created using PowerPoint. There […]
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