Small and mid-sized agencies have always competed for new business with fewer hands than the shops twice their size. That is no longer the case. A handful of AI-powered tools ...

Ask most small and mid-sized agency owners how they got their last three clients and the answer is usually some version of the same story. A referral from a past ...

At a recent Second Wind JAM Session, we opened with a simple question: what's actually working right now? The conversation covered new business momentum, acquisitions, platform strategy, and the ...

When clients take work in-house, it is hard not to take it personally. Relationships built over years get handed to internal teams, and the instinct is to wait them out ...

The word holistic gets tossed around in agency conversations with little thought given to what it actually means. It has become one of those comfortable jargon terms that sounds smart ...

No matter how much technology changes the way agencies prospect, one truth remains: nothing beats a strong referral. The latest Second Wind survey shows that referrals continue to be the ...

With the third quarter already a month gone, we hope we’re in time to share a few reminders about closing out your year with a strong new business push ...

Claiming an area of focus has long been an advertising agency business strategy. For many agencies, areas of focus evolved naturally, with successful work for one industry client leading to ...

If all agencies had to do every day was run their new business programs, a steady flow of new business would be coming through the pipeline.

Sadly, agencies DO have ...

Obtaining valid new business leads is a goal for all agency principals. And there are few leads as valuable as a referral, where the agency may assume they were recommended ...

Can you look at your present client list and say with conviction that they are all loyal, tied fast to your agency and sure to stay with you far into ...

For a small to midsize agency, one of this business' most dangerous situations is having a large account. We define a large account—a “gorilla”—as one that controls more ...

Writing a proposal is one of the most difficult things many of you must do as agency principals or managers. It is headache-inducing, trying to get inside your prospect’s ...

Winning a really big account can either float a smaller ad agency’s boat, feeding new growth for the agency and employees… or sink it under the weight of client ...

Funny how things go in the agency business... You work hard, build great relationships, create great work, and before you know it the client moves on to bigger and, they ...

We heard an interesting fact from an agency principal not long ago. He said that his ad agency had been losing about $100,000 per year in billable hours through ...