2 Reasons Ad Agencies Fail At New Business

You would think that most advertising agencies want to grow and understand that marketing is the way to get what they want. My discussions with ad agencies indicate that less than 50% (and I am being kind) have comprehensive business development plans to create new business programs. This is a major FAIL that is easily rectified with some brain + elbow grease

But, wait… there’s more: the super smart folks at RSW/US report that …

From our report, “79%+ of Marketers say it is “very important” to come to an initial meeting with thoughts about their business and/or smart questions to show they have interest. ”

And, get this:

And yet: “Only a little over 12% of Marketers say that Agencies “always” come to the table prepared in a way that isn’t about the Agency.”

How could this be possible? I’m flummoxed.  Arriving prepared and looking interested and hungry to early client prospect meetings is critical. Image all the work that is required to get your in the client’s room in the first place and then to show up empty headed??? Here are the RSW/US charts:

Agency New Business  The Area Where Marketers Think You’re Still Falling Down   Agency New Business

If your agency is stalled go here, read about my programs and call me up. I can help you grow by planning a smart active agency new business program. I bet I’ve been doing it longer than your agency.


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