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jHeenan
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", http://amzn.to/L83SZG and is currently ranked in Social Media Marketing Magazine's list of the "World's Top CMO's to follow on Twitter".
Recent Activity
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No matter how you get there, agencies will eventually have to generate new clients through proactive means. Maybe you've been fortunate to have a network of friends who keep sending referrals. Perhaps a campaign you did went viral, achieving fame... Continue reading
Posted May 6, 2022 at #LetsGrow!
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With Q1 well in hand, business development pros continue to see and feel the effects of covid on their ad agency prospecting process. I spoke with an agency BD leader the other day who lamented that since the pandemic, she... Continue reading
Posted Mar 26, 2022 at #LetsGrow!
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It's almost the end of 2021, and we all have a lot to be thankful for this year. While it may seem insignificant in comparison, I think one person doesn't get the thanks and recognition they deserve—your business development leader.... Continue reading
Posted Nov 26, 2021 at #LetsGrow!
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You're probably tired of every article starting out with the hell we've been through the last two years. Me too. Let's skip that and turn our focus to what's ahead. What should agencies expect in 2022, and what can they... Continue reading
Posted Nov 7, 2021 at #LetsGrow!
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Whether you're selling ad agency services or accounting software, knowing what your prospect is looking for and what's behind their quest for a solution is the holy grail. Your prospect may say they are looking for a full-service agency or... Continue reading
Posted Oct 9, 2021 at #LetsGrow!
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I get these every day, as I'm sure you do too. Since I've been in this business, the number of people and organizations promising outrageous results has increased exponentially. What's worse, the number of people who fall for it has... Continue reading
Posted Aug 28, 2021 at #LetsGrow!
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Agencies must prospect for new business if they want to stay in business and grow. Some say they don't. Leads and opportunities come through their network, friends, past clients, and other sources. Others say they do, but they don't do... Continue reading
Posted Jul 24, 2021 at #LetsGrow!
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Two of the most significant barriers to ad agency new business success are time and resources, and this past year has made those barriers even worse. No matter how an agency handles new business, it is a struggle to allocate... Continue reading
Posted May 30, 2021 at #LetsGrow!
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Marketers are looking for new agencies right now. Recent research suggests as many as half are planning to make changes. They may hire search consultants, visit agency search websites, or do it on their own. Will you stand out or... Continue reading
Posted Apr 24, 2021 at #LetsGrow!
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Ad agency business development is anything but predictable. On any given day, you have a list of prospects and go about the work of getting their attention, demonstrating value, and motivating engagement. Whether it's emails, phone calls, friendly referrals, mailings,... Continue reading
Posted Apr 4, 2021 at #LetsGrow!
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According to an Adweek survey fielded Oct – Nov 2020 among 70 brand marketers, 41% said they plan to retain their agency/agencies, 31% said they plan to make changes to their roster, and 22% weren't sure. That means up to... Continue reading
Posted Feb 27, 2021 at #LetsGrow!
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The start of a new year usually means a spirit of optimism, possibilities, and renewed commitment to take your business development program to new heights. But there is nothing usual about this year. 2020 took its toll on all of... Continue reading
Posted Jan 17, 2021 at #LetsGrow!
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2020 is over, and what a year it was. Despite the pandemic, economic crash, social unrest, and a presidential election that continues to drag on, most agencies have managed to hold on, and many of those believe they will end... Continue reading
Posted Nov 20, 2020 at #LetsGrow!
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As you hunker down to finish out the year with whatever success you can muster, you've also got to plan your business development strategy for 2021, incorporating all the changes that have occurred since the start of 2020. There have... Continue reading
Posted Oct 31, 2020 at #LetsGrow!
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I'm going to bet you feel the same way under your mask. 2020 - 2021 hasn't been easy. Pre-pandemic, the possibilities were exciting, then the darkest months prevailed, and now the aftershock of an economic crisis. No one could have... Continue reading
Posted Oct 3, 2020 at #LetsGrow!
I'm going to bet you feel the same way. 2020 hasn't been easy. At the start of the year, the possibilities were exciting, then the pandemic's darkest months prevailed, and now the aftershock of an economic crisis. No one could have scripted what we've been through. But here we are,... Continue reading
Posted Sep 14, 2020 at Marketeristics
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A rhetorical question. What isn't a barrier? The pandemic's impact has reverberated through all aspects of the agency. From people to partners, payment to profit, and everything in between, the results are devastating. Many have eliminated or cut back on... Continue reading
Posted Aug 23, 2020 at #LetsGrow!
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Whether you are amid a pandemic or on the rising slope of an economic boom, your prospecting strategy shouldn't change. Some of the internal parts should, some tactics might, the message and offer, yes, but the fundamentals stay consistent throughout.... Continue reading
Posted Aug 1, 2020 at #LetsGrow!
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Your top priority must be to reach more prospects and quickly find those looking for new ideas, new resources, and new agencies. If you were working 10, 50, or 1,000 prospects before, the Ad Agency Prospecting Platform, Winmo, and Sales Navigator are the must-have tools now. Continue reading
Posted Jul 11, 2020 at #LetsGrow!
Thanks for the tip, Max. A great tool to augment outreach and achieve greater personalization. I'm going to give it a try.
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2020 started with the promise of a robust economy, businesses, brands, and consumers would thrive. With historic stock market gains, lowest unemployment, record sales across the board, ad agencies expected a terrific year. And then it happened, one after another.... Continue reading
Posted Jul 5, 2020 at #LetsGrow!
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Does it seem that every time your agency achieves momentum and things begin to click, then boom! Another setback. Market corrections, Industry downturns, the 2007 recession, and now Covid. Boom! You can't catch a break. Yes, you've been through this... Continue reading
Posted Jun 13, 2020 at #LetsGrow!
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These are surreal times, yet we are starting to see signs of improvement and hear the experts discuss how and when to open back up. As crass as it may sound, how can your agency take advantage of this crisis... Continue reading
Posted May 3, 2020 at #LetsGrow!
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Working from home is now the new normal. It used to be a guaranteed path to obscurity within the corporate world. Then it became a trendy option and a growing number of experts started touting the benefits. An ever-increasing pool... Continue reading
Posted Mar 29, 2020 at #LetsGrow!
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Wash your hands often. Don’t touch your face. No handshakes. Try the elbow bump, foot bump, or bow. Practice social distancing. Work from home. Stay at home. Pray for a speedy recovery. You know the routine. Flattening the acceleration curve... Continue reading
Posted Mar 22, 2020 at #LetsGrow!