Are Agencies Arrogant?

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I had lunch the other day with a new client friend. Somebody who worked for a company whose logo would appear in every agency’s New Business deck or lobby wall if they had their business.

Look who we work for it would imply. We must be smart because successful companies work with us.

But sometimes agencies miss the chance to add those logos and show their smarts.

I was giving my client friend some advice on an agency search that she was conducting internally.

I would have loved to help her but that is how it goes some time.

She shared that she found some agencies very arrogant during her outreach to them. Continue reading

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What I Have Learned By Talking to Clients.

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I talk to a fair amount of clients. It’s fun. I have a large network and get connected to them when they have needs and pain points. I also connect with them when they are out of a job or when they have friends who are out of jobs.

When I conduct agency reviews we often share a car, a shuttle, an airport, a plane with them for over 12 hours a day for days and a fair amount of time on the phone. We arrive at the end in some central parking lot and I sometimes see the light on their cell phone brighten with a text from their boss.

“Will you bring any new ideas to the meeting at 8 in the morning?”  I feel their pain. Continue reading

Agency New Business in the Digital World.

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I was returning from a trip to my hometown Toronto the other day. I have always learned from Toronto that the more things change the more things stay the same.

The Toronto Film Festival was on so the town was abuzz.

I remember when Gravity premiered there.

Canadian Astronaut Chris Hadfield was on hand. He sang Space Oddity from above the world. It went Viral. He obviously wasn’t in the ad game but had the social media game down pat. David Bowie sent him a tweet. Continue reading

The Secrets of Agency New Business.

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I have conducted agency reviews for clients like Jenny Craig and Toyo Tires. I was the fly on the wall.

I have won lots of New Business for agencies and supported myself for over a decade by creating my own salary.

So here are the key secrets I have discovered about New Business.

There are none. None. Nada. Zero. None. Aucun.

Sorry.

“I don’t want to hear that Hank. I want the easy answer.” Continue reading

The Irony Of New Business In the New Normal.

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Yes we all live in the New Normal. The starting date was September 15th 2008 when Lehman Brothers went down. The largest bankruptcy filing in the U.S. as Lehman had a value of 600 billion.

I am not that good at Math but if you multiplied the 17 Million people that lost their jobs in the great recession by their average salary would you get 500 or 600 Billion? Probably close.

Everything stopped and changed around the world.

If you are 4 or 65 your life has been changed by this event. Continue reading

How Agencies Can Get More New Business in the New Normal

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I could have called this article Does Your Agency Have Vision or Passion or Leadership?  What most agencies think is vision is a positioning line. Vision isn’t copy.  Vision is a belief that translates into action.   It is an ethic that fosters a culture and an aggressive approach to New Business.

I had lunch the other day with a Chief Technology person for a bicoastal agency.

I had never met her before and was chasing her for something else. Continue reading

How Well Does Your Agency Handle Rejection?

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New Business in the Agency game is a very tough road.  It is a game comprised largely of rejection if you are in a pitch with other agencies.  That is why that is not the optimum way of getting New Business. I know.  I have hunted for New Business all my life.  I am a consultant and have to create my job each and every day.  My dinner comes from what I win. There is no time in my life to coast.

I have also had the pleasure of conducting agency reviews for a number of clients including Jenny Craig, Jacuzzi, Toyo Tires and many other companies. Continue reading