No discussion of ad agency new business is complete without considering the value of a good referral. In fact, according to the most recent Second Wind Annual Agency Survey Report ...

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 ...

The word “holistic” gets tossed around a lot these days. It is one of those jargon words that marketing people throw into a new business pitch or presentation in an ...

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 ...

It has always been true that for an agency to do good work and make a fair profit at doing it, the client has to be a “good” client. The ...

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 ...

Rehearsal makes you more confident. Confidence plays very well to a business audience. Yet too many ad agencies and marketing communications firms go into new business pitches with little or ...

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 ...