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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
Ever play that game when you were a kid? Well, one of the most frustrating things about ad agency new business development is having to play that game with prospects. “I don’t know what my budget is. I don’t know... Continue reading
Posted Jun 20, 2016 at Lets Grow!
What would happen if you make YOUR agency your best client? First, almost certainly, panic would set in across the firm. Second, what a ridiculous idea – billings and cash flow would be upside down. Third, I can’t keep up... Continue reading
Posted Jun 16, 2016 at Lets Grow!
It’s been my world for more than 15 years. Not as a consultant but in the trenches honing my approach at small, mid-size and large agencies. I sell agency services, projects, programs and AOR relationships. I bring fresh hands-on experience with many different kinds of new client wins that have generated millions of dollars for agency owners. I have experience as a client, too, managing, hiring and firing agencies. I know how your prospects want to be engaged and how agencies can succeed. I work as your fractional New Business Director to engage and develop relationships that lead to more clients, more revenue, and a more predictable pipeline. Continue reading
Posted Jun 4, 2016 at Lets Grow!
When salespeople decide to go after a prospect, look out. You’ve never seen such single-minded focus, determination and sheer force of will. They rarely think about what is on the receiving end of their effort. It is for this reason... Continue reading
Posted Jun 3, 2016 at Lets Grow!
We’ve all heard a lot of horror stories about the business development role in advertising. It is one of the most maligned jobs at the agency. BD people are often the scapegoat for bigger more systemic problems. Hero one day... Continue reading
Posted May 29, 2016 at Lets Grow!
There is a lively debate going on in the On Startups - The Community For Entrepreneurs group over at LinkedIn about whether cold calling is effective anymore. Over 285 business development and sales professionals have weighed in so far. I... Continue reading
Posted May 22, 2016 at Lets Grow!
The goal is to win but when you don’t the next best thing is to understand why so the agency can improve and grow. Surprisingly, many agencies don’t ask why. When they do, it is likely the Business Development person... Continue reading
Posted May 16, 2016 at Lets Grow!
What are the three biggest barriers to new business success for agencies? If you ask agency owners, you may get a different answer than the business development people at the agency. I just conducted a survey among advertising agency business... Continue reading
Posted May 2, 2016 at Lets Grow!
We all know things change. Over 75% of marketers believe our business has changed more in the last couple years than in the past 50. The speed of change continues to accelerate, and there’s no telling where our future clients... Continue reading
Posted Apr 9, 2016 at Lets Grow!
It is often a brisk conversation in the heat of pitch preparation. Should the agency president be in the presentation, in the room, in it at all? According to marketing executives who hire and work with agencies, agency leadership is... Continue reading
Posted Apr 2, 2016 at Lets Grow!
New clients are essential for ad agency success. What are the best qualities of a person who can successfully match a good client with a deserving agency? How can you spot that future superstar, the one you can keep, grow... Continue reading
Posted Mar 26, 2016 at Lets Grow!
Have you ever sat through 100+ slides in a PowerPoint presentation and wondered, “what have I done to deserve this”? So why do so many business development professionals think they are the exception to the rules of presenting? When I... Continue reading
Posted Mar 20, 2016 at Lets Grow!
What should advertising agencies spend on their business development activities? I say more than you are! It is a topic of great debate among agencies and all businesses alike. Apple spends 7% of their revenue on sales and marketing, Tempur... Continue reading
Posted Mar 7, 2016 at Lets Grow!
Advertising agency roles are often well defined, and the skills and experience for each are pretty specific. Typically, the larger the firm, the more specific each role is. The smaller the firm, the more likely each member will cover a... Continue reading
Posted Feb 29, 2016 at Lets Grow!
How do marketing executives find new agencies? They start on the web. Does anyone not know that? Then why are there any advertising agency websites that are outdated, confusing, difficult to navigate, and lack a clear focus? Why would an... Continue reading
Posted Feb 20, 2016 at Lets Grow!
The success of an agency depends on new clients. Agencies invest in me or others to be their catalyst for growth. At the same time, marketers are actively looking for new resources. They have a compelling reason to find and... Continue reading
Posted Feb 14, 2016 at Lets Grow!
It is often hard to get honest feedback from a prospect after a chemistry meeting or a phone interview, when the decision didn’t go your way. We hear things like; you have a great agency but, it was so close,... Continue reading
Posted Feb 6, 2016 at Lets Grow!
Standing out among the endless barrage of ad agency prospecting is an increasing challenge for business development pros. To capture the attention of a new prospect, the odds are significantly increased when the message is personally relevant, adds value and... Continue reading
Posted Feb 2, 2016 at Lets Grow!
I am not a search expert by any stretch, and certain many can parse this data much better than I. My intent is to understand marketplace seasonality as it relates to ad agency business development. I’ll bet no one will... Continue reading
Posted Jan 30, 2016 at Lets Grow!
What We Searched For in 2015 is an annual summary of Google searches from the past year. It is chock full of good data for key segments and industries, and a great reminder for advertising agencies gearing up their business... Continue reading
Posted Jan 28, 2016 at Lets Grow!
There are many channels that advertising agencies use to connect with potential new clients. There is a wealth of research from a variety of sources about the most effective methods to use. I wanted to hear it directly from the... Continue reading
Posted Jan 24, 2016 at Lets Grow!
Call out the name John in a crowded room and you will likely turn a lot of heads. Chances are good that one of them will be an ad agency owner. The most popular first name among ad agency owners,... Continue reading
Posted Jan 20, 2016 at Lets Grow!
I just fielded a survey among over 150 marketers representing companies small to large to ask them about their preferences for unsolicited contact by advertising agencies. Brands in this survey include Hallmark, Disney, Lenovo, Macy’s, Brinker, Hilton, Sony, and more.... Continue reading
Posted Jan 19, 2016 at Lets Grow!
There are tens of thousands of advertising agencies selling the same products and services. Almost as many claim to be unique, different or better while using essential the same descriptors as the others. From a marketer’s perspective, the person who... Continue reading
Posted Jan 6, 2016 at Lets Grow!
Google “how to win an ad agency pitch” (without quotes) to see how many people have an opinion on this subject. I did this first two years ago, and there were over 14 million listings. Today that number is over... Continue reading
Posted Jan 4, 2016 at Lets Grow!