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Atlanta, GA
Agency Growth Consultant | Connecting Agencies with Clients and Brands with Customers
Interests: He is a contributing author of "The World’s Foremost Authorities On Marketing: Top CMOs Share What They Know Best", and is currently ranked in Social Media Marketing Magazine's list of the "World's Top CMO's to follow on Twitter".
Recent Activity
Ad agencies have to bring on new clients to survive. The average client-agency relationship is down to about 2.8 years on average. Increasingly agencies are being hired for projects that last months rather than years making it harder to sustain... Continue reading
Posted Jun 4, 2018 at #LetsGrow!
The right tool for the job is as accurate today as it ever was. However, what is the right tool for ad agency business development – today? Your process should determine what tools are best, and business development processes vary... Continue reading
Posted May 29, 2018 at #LetsGrow!
You know they are out there. Lurking in the shadows. Poking and probing your site. Looking for answers. Sizing you up. Judging your work, your people, and your point of view. Spending only seconds reviewing what you’ve got to offer.... Continue reading
Posted Apr 15, 2018 at #LetsGrow!
Response rates are down. It is impossible to connect on the phone. Interested prospects are nowhere to be found. New leads are drying up. Search consultant opportunities aren’t what they used to be. We are still the same agency, just... Continue reading
Posted Mar 20, 2018 at #LetsGrow!
Agencies that struggle to grow face many of the same problems; no time, limited resources, inadequate tools, inconsistent effort, no pipeline, lack of focus, too many misses. It is frustrating because your current clients love you and appreciate the hard... Continue reading
Posted Feb 25, 2018 at #LetsGrow!
This information is classified Top Secret so marketers won't know what we are up to this year. Last year was tough but now it's a whole new year and things are picking up. We've been on a roller coaster with... Continue reading
Posted Feb 18, 2018 at #LetsGrow!
If you missed this free webinar from Catapult New Business you can still watch the recording. Do you know the difference between good and bad content for new business? More importantly, can your team create useful content for new business?... Continue reading
Posted Feb 16, 2018 at #LetsGrow!
Agencies need new clients to survive and better clients to thrive. That's it. No need to read further unless you aren't sure what the right approach is for your agency. There are two general approaches for ad agency growth. The... Continue reading
Posted Feb 5, 2018 at #LetsGrow!
I’ve heard from many agency owners about their experience blogging. It's often not very good. For many, blogging is hard, time-consuming, frustrating, and even with the best intentions, gets derailed by other priorities. Add to that our natural inclination to... Continue reading
Posted Jan 28, 2018 at #LetsGrow!
According to IBISWorld, there are 69,003 ad agencies in the USA employing 253,640 people. That's a lot of competition and it’s increasing. The rate of new agencies entering the market is estimated at 5%, while the rate of growth for other vendors is even greater... Continue reading
Posted Dec 4, 2017 at #LetsGrow!
It is always a challenge for ad agencies to maintain a consistent new business effort. It usually happens in fits and starts. The team gets busy, a person leaves or many other reasons. The result is a dwindling pipeline, lost... Continue reading
Posted Nov 18, 2017 at #LetsGrow!
It’s that time of year when ad agencies start scrutinizing their business development results and wondering what to do differently in the coming year. Experts predicted this past year would be a breakout year, but many agencies did not reap... Continue reading
Posted Nov 5, 2017 at #LetsGrow!
Content is a critical tool in every marketing plan, and that includes advertising agencies. Marketers get about 60% through their journey before they make any contact with a potential new agency resource and content is, in large part, what drives... Continue reading
Posted Oct 31, 2017 at #LetsGrow!
There is ample data available about the B2B buyer and their process for discovering new resources. Marketers searching for a new agency are no different although some agency leaders tell me they disagree. Agency search is a whole different animal,... Continue reading
Posted Oct 16, 2017 at #LetsGrow!
I recently surveyed senior-level marketers to get a fresh take on their approach to finding a new agency. A lot has changed in the industry over the last couple of years, and the era of the empowered consumer is in... Continue reading
Posted Oct 8, 2017 at #LetsGrow!
By now your 2018 new business planning is well underway. If not read this article. Your priorities for next year are probably not dissimilar from last year. Prospect smarter. Pitch better. Stay focused. Say ‘no’ more often, and on and... Continue reading
Posted Oct 1, 2017 at #LetsGrow!
It’s not uncommon for a new ad agency to launch with some clients from their former agency or with great publicity that brings in new prospects. It doesn’t take long for the agency principals to focus their excitement, passion, and... Continue reading
Posted Sep 16, 2017 at #LetsGrow!
It’s that time of the year when ad agencies begin to plan next year’s new business strategy. More likely, not. Too often the right intentions get pushed aside for client work, staff turnover, personal emergency, and many other good reasons.... Continue reading
Posted Sep 3, 2017 at #LetsGrow!
Previously, I posted a couple of thoughts about the time required to get a new client once an ad agency starts a focused new business process. This post is part 3 and references actual examples that illustrate the time frame.... Continue reading
Posted Aug 7, 2017 at #LetsGrow!
Many agencies are doing business development the same way they did ten or more years ago. Yet the industry has changed so dramatically. Doing the same thing, the same way over and over again will yield a diminishing return no... Continue reading
Posted Jul 31, 2017 at #LetsGrow!
Drew McLellan chats with John Heenan about the importance of making a great first impression when chasing new business and the importance of a crystal clear value proposition. Listen to the entire podcast, first broadcast 7/12 Continue reading
Posted Jul 12, 2017 at #LetsGrow!
When people talk about agency growth, they usually start with prospecting. You invest in people, technology, and resources to gain new clients and more revenue. You might even hire a consultant like me. Prospecting for new business is a critical... Continue reading
Posted Jul 10, 2017 at #LetsGrow!
I just witnessed a valuable lesson and wanted to share. This experience reminded me of others with a very different outcome. And, I expect it is much more pervasive than we think. Too many times it’s a tragic story with... Continue reading
Posted Jun 25, 2017 at #LetsGrow!
We are all guilty of being creatures of habit. That’s the way our brains are wired. But it’s not the way we break through barriers. There is profound truth to the old saw, the definition of insanity is doing the... Continue reading
Posted Jun 19, 2017 at #LetsGrow!
You just fired your last BD person. You are ready to hire your first BD person. Everyone in your agency is a BD person. No one in your agency is a BD person. Agencies do business development in a variety... Continue reading
Posted Jun 10, 2017 at #LetsGrow!