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Birmingham, AL
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
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!
Everyone, no matter what they do, is faced with the same challenge; how should I spend my time most efficiently. Time is our most valuable resource and properly investing it can make the difference between success and something less. Time... Continue reading
Posted Jun 4, 2017 at #LetsGrow!
If you missed the webinar on agency differentiation you can view it on the Catapult New Business website. There are tens of thousands of agencies selling the same products and services. Almost as many claim to be unique, different or... Continue reading
Posted Apr 30, 2017 at #LetsGrow!
We are all witness to the change in marketing occurring all around us. Consumers, buyers, or more to the point, marketers are also in the middle of this change. Declining response rates, unwilling consumers, decreasing store traffic, scrutiny of transparency,... Continue reading
Posted Apr 22, 2017 at #LetsGrow!
It is a common dilemma. You get into a review or a conversation with a marketer, and you have little or no current category-specific work to show. Your best case studies or your only cases are in other categories. You... Continue reading
Posted Apr 1, 2017 at #LetsGrow!
The success of inbound marketing has always been vexing. But when it comes to ad agencies, the very people who make their clients’ the best content marketers, they often fall short. There are two enemies in the battle for inbound... Continue reading
Posted Mar 26, 2017 at #LetsGrow!
I provide consulting services, workshops, and seminars for advertising agencies who want to grow through a high-performance new business program – start fresh, rework an existing program, or augment current activities. I only work with a small group of non-competing... Continue reading
Posted Mar 21, 2017 at #LetsGrow!
Imagine starting your day looking at your prospect opportunity timeline and mulling over which brands you really want to go after and which you don’t. You sip your coffee and think about all the creative ways to connect with those... Continue reading
Posted Mar 19, 2017 at #LetsGrow!
I posted some thoughts on this last year and received a lot of good feedback. You can read it here. To summarize, three key factors influence success, and then there is the exception. The first, according to recent sales statistics,... Continue reading
Posted Mar 11, 2017 at #LetsGrow!
Advertising agency business development is a tough job. Statistics show that firms win about 25% of what they pitch. That means they lose approximately 75% and the BD pro is at the tip of that spear. I’ve never heard any... Continue reading
Posted Mar 4, 2017 at #LetsGrow!