Fueling Ad Agency New Business
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, […]
The FOUNDATION of an ad agency’s new business program is its positioning. “By appealing to everyone, brands end up appealing to no one. Standing for everything is the same as standing for nothing.” Tim Williams, author of, Positioning for Professionals
Without a differentiated position, new business is much harder than it needs to be. Many small to midsize agencies have not addressed positioning because of either procrastination or, more likely, their unwillingness to make the difficult business decisions. “Contrary to common belief, all agencies have pretty much the same basic capabilities, and processes. They all claim […]
Having a written marketing plan makes new business easier and much more consistent. Most agencies have no plan for new business. They can’t express what they are selling or who they are selling it to. For you to state that you want to “take your agency to the next level” is not a strategy, it’s […]
Developing your personal brand is one of the best investments you can make for new business. Through my experience working with hundreds of advertising, digital, media and PR firms, I’ve discovered how important it is for the agency owner to be the face of their company. Given the rise of social media, their personal brand […]
Positioning is the foundation for new business but most agencies are fearful of it. All they can think about are missed opportunities. Without a differentiated position, agency new business is much harder than it needs to be. But, it doesn’t have to be so hard. There is an easier way to solve the pain in positioning […]
This is a lesson on positioning for ad agency new business. I recently read the most extraordinary story in the Atlanta Journal Constitution about an agency owner that I had to share. Not only because it is such a powerful story, but I know and have worked with the person that was being spotlighted, Tom […]
Creating and maintaining agency new business is often harder than it should be because one key ingredient is often lacking. Positioning is the foundation of any agency’s new business program. It is also the area that many agencies have not addressed because of either procrastination or, more likely, their unwillingness to make the difficult business decisions. […]
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 […]
A “Brand” New Day for Agencies It’s a new day for agencies and for clients. Agencies have been notorious for not creating their own articulated brand, but today we all need a differentiated brand just like our clients. You can “do” a lot of things, but you can only be “famous” for one thing. Agencies […]
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