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Advertising Agency Outsourcing: An Opportunity and… New Competition

Peter · February 17, 2020 · Leave a Comment

I wrote this post about advertising agency outsourcing seven years ago. I am resurrecting it for a couple of reasons.

First, the use of outsourced freelance talent, as in not full-time employees (FTE), is a solid part of running a 2020 agency in a world of business uncertainty:

Will I win that new client? Will I lose our largest client? Will I ever get an agency of record client again or just get used to living with projects?

As an ex-agency owner, I know that keeping FTE costs down is a good idea. Given ad agency gross margins, having a bunch of FTE’s at a 70% utilization rate is not sustainable. Duh. That’s why I was initially intrigued by Victor’s & Spoils agency model. If there ever was an industry that needed to explore new models… it was/is advertising.

Second, it is worth noting that the Vistors & Spoils’ outsourced advertising agency model (actually crowdsourcing model) discussed below did not work. The agency, which was acquired by Havas in 2012, closed in August 2018. Why did it close? There are lots of thoughts about what happened. Consider…

Was crowdsourcing itself simply unmanageable? Is crowdsourcing a tool versus the basis for an agency? Was it’s possibly brutal system too unfair to freelancers? Did clients not get it? Is it simply too difficult to build and manage a complex marketing program using “anonymous” outsourcing?

And, on.

Finally and just an FYI. Here is the Victor’s & Spoils crowdsourcing competition that netted the agency’s logo. So, $2,400 to the winner of an advertising agency logo? That’s it? No comment.

Advertising Agency Outsourcing

Note: This blog post was originally posted in 2013. The primary points remain relevant.

The advertising industry has been outsourcing for decades. Freelancers are woven into our daily fabric. We use copywriters to write website copy and gun-slinging art directors to beef up new business pitch concepts. In the past few years, advertising agencies have gone beyond the traditional freelancer to add technologists and digital service firms to work in the background to make us look like sharp database, mobile, and social media experts.

Our outsourcing options have grown exponentially through the use of digital tools. We now have easier access to more talent marketplaces which have also resulted in new threats to the advertising agency model itself.

There is the power of emerging market labor: Ogilvy, Wieden+Kennedy, and Sapient all have offices in India that tap into the subcontinent’s skilled lower-cost talent. Most multinational ad agencies also use into their vast systems to find talent in other lower-cost countries. According to Firstpost, “Group FMG produces video, print, digital and mobile ads and has more than half its employees based in India. “We are applying all the clichés of Thomas Friedman’s “The World is Flat” to the advertising world,” Aditya Sharma, co-founder and chief business development officer at Group FMG. And, why not? The latest rounds of Clios have been won by art directors in faraway lands.

Interest in crowdsourcing is on a growth spurt, see Google’s trend line for the term “crowdsourcing” on the left, and has become a new freelance agency model. Victors & Spoils is known for its use of distributed problem solving to create advertising campaigns for blue-chip clients like Axe, General Mills, Harley-Davidson, and Levis. For sure, despite the benefits from having a more open market, freelancers have had issues with this model. However, the efficiency of freelance crowdsourcing works for clients. I suspect that Victors & Spoils is finding the middle ground.

Online freelance markets are booming. Elance reported 345,000 new freelancers and 826,000 jobs posted in 2012. Behance reported serious growth last May when they received an infusion of VC capital. According to their blog, “Users’ projects have received over 1 billion views and over 75 million views in just the past 30 days. Behance now showcases more than 2 million creative projects – after passing our first 1 million-project milestone just eight months ago.” I can imagine that many agencies are posting projects in this heavily trafficked marketplace.

The new world of freelance services may become one of the tools that agencies use to resolve the social media beast – social media authorship and management is, to put it mildly, labor-intensive. I have been using an ODesk freelancer in the Philippines to assist me with pinning “every advertising agency” website to my Pinterest agency site. In this case, I have a simple task that can be easily managed. In just a couple of weeks, he has efficiently pined over 1,000 ad and digital agency websites. This has freed up my time to write mini-website reviews.

On the SEO side, I have worked with a search engine marketing company based in Budapest that uses excellent English speaking writers across the globe to help their clients write guest posts.

The opportunities for agencies to leverage the flat-earth marketplace of freelance services are clear. Given the current and expanding outsourcing options, agencies need to continually explore how the Internet has dramatically expanded their freelance network, talent base, technology resources and can lower the costs of doing business.

On the other hand, many of these new services pose a significant threat. Just as the Victors & Spoils model is often criticized (feared?), we need to keep up with and continually review new Internet-powered services because they represent a growing form of competition. Just like you, savvy clients can directly outsource their work to India, Behance and 99 Designs too.

Advertising Agency Models

If you are interested in exploring new advertising agency models, give me a shout. I’ve examined many options.

Time To Kill Your Advertising Agency Blog?

Peter · August 13, 2019 · 2 Comments

Is It Time To Kill Your Advertising Agency Blog?

I’ve updated my 2017 blog post about the power of the advertising agency blog and the question of should y’all continue to go for it or kill it. To blog or not?

I think that this is a big question that should be reviewed every year. Another question. Would anyone miss your blog?

To help answer these, I am going to discuss the pros and cons of advertising agency blogging. The kind of content creation that has been considered an integral element in an agency’s business development program. Blogging has been a key element of an agency’s Attraction Strategy.

Me

I have been consistently blogging since the early 2000’s. I started blogging as the CEO of my Oregon agency Citrus (I covered both advertising issues and the late 2000 recession’s effect on marketing).

The advertising agency business development blog you are currently reading has over 650 blog posts and acts as the core of my inbound marketing program. Good news for me, it fills my new client pipeline. Blogging has been very good to me.

But, but… my opinion about blogging, well at least for low volume advertising agency blogs, is that they are losing their power to attract a targeted audience, as in client leads. I see a few reasons for this.

There are zillions of blogs and blog posts every day. There has been a dramatic increase in the last five years.
There are hundreds (thousands?) of advertising agency blog posts and insights posted every week.
Most agencies write about the same subjects over and over.
Many agencies do not use online SEO tools to determine what blog post subjects will attract the most readership. I great way to do this is to look at what works for your most successful competitors.
Most agency blogs are boring.
Many client prospects are moving to podcasts and videos for their marketing information.

OK, Back To You. Should You Maintain Your Advertising Agency Blog? Or, Get Real And Just Kill It.

I look at a lot of advertising agency websites and their blogs. Many of the blogs are informative and brand building. However, way too many are just me-too blogs that actually deliver very little benefit to the agency.

The benefits should, stress should include the generation of incoming new client interest, showing that the agency Thinks Different (in a world of thousands of agency and advertising services options), help sell the agency as being on top of the advertising market, reinforces current client perceptions, demonstrates that the agency get content marketing, and demonstrates some personality and chutzpah. I call the chutzpah part… being Unignorable.

Start Here: Some Huge Blog Stats

The world really does not need another blog. As Steven Pressfield says in the title of his must-read book: “Nobody Wants to Read Your Sh*t: Why That Is And What You Can Do About It”. [Read more…] about Time To Kill Your Advertising Agency Blog?

Does B2B Social Media Still Work?

Peter · June 11, 2019 · 2 Comments

Does B2B social media marketing still work for advertising agencies?

I’ll get to that answer in a minute.

Background: I have been thinking of writing a book on the why, how, when and when to move overseas. Thinking about this is a result of my being asked every week about the how and why I moved from Portland, OR to San Miguel de Allende, Mexico in 2016. My book would be crammed with facts by country, the personal side of living overseas (with many interviews with digital nomads and expats) and associated benfits and costs.

I mentioned this new idea to my wife and she asked me… why not a blog? It has an ongoing life and gets written in manageable chunks vs. a static book. Plus a blog can be monetized. Publishing books in 2019 is a pain in the ass – for both traditional publishers and self-published authors (I know, I’ve published four books).

Of course, like so many business endeavors, the rubber hits the road when one starts to figure out how to market the blog or book. That is how I got to starting to think about how to grow an audience.

Me

This blog has gotten between 75 and 60 thousand visitors a year. I’m happy – these are strong numbers for a focussed blog about advertising agency business development.

I know that growth has come from a small set of factors.

I started in 2012 when there were significantly fewer blogs in general and a smaller set of advertising agency consultants.
I have strong SEO skills that have helped me to live on page one for the right Google searches.
I did a lot of guest posting from 2014 to 2016. This got my name and URL out there.

However, like many of my marketing friends and agency clients, I am seeing a reduction in traffic. I believe that this is a result of market shifts:

Competition for B2B eyeballs is much stronger.
Organic reach is tanking. Google is less friendly (for many reasons).
Mobile viewership continues to grow (smaller screens do not help me get shares and convert – this might be an arguable point).

Spend Money

Many of the agencies that thought that all they had to do is to spend the time writing brilliant blogs posts to build audience are not getting the traction they had hoped for.

The solution… you must market your social media programs. Even $100 a month marketing budget can help your company’s social media program reach its prospects. Passive is way too passive in today’s competitive social universe.

But… writing blog posts and managing LinkedIn and Instagram and even more costs money and time itself.

My solution is at the bottom.

Daunting Social Media Facts

Here are some facts about social media platforms in 2019 that might cause a marketer to really think hard about the competition for eyeballs. Simply put, given the growth in all social media platforms, can your blog and other social media efforts ever deliver the audience you seek? I come to this question via both my personal journey and watching dozens of advertising agencies fail at driving interest via social media.

Blogs: There are over 500 million blogs. WordPress alone estimates that there are 60 million WordPress blogs.
LinkedIn’s monthly active user base is over 260 million (Apptopia).
Instagram: Instagram has over 1 billion monthly active users. More than 500 million use the platform every day (Statista).
Facebook: Over 2 billion active users (Statista).
YouTube: Total number of YouTube monthly viewers worldwide – 149 million (Statista).
Twitter: From the Washington Post – “Twitter claimed 321 million monthly users, down 9 million, or more than 2 percent from the same time last year.”

Repeated Point Coming

(!) The solution… you must market your social media programs. Even $100 a month marketing budget can help your company’s social media program reach its prospects. Passive is way too passive in today’s competitive universe.

(!) Something else to consider – really grow your account based marketing program. Go beyond social media marketing to doing more direct marketing to your list to make sure your sales message is delivered.

Oh, try this: Talk to me.

11 Must Have Ad Agency Business Development Tools

Peter · June 8, 2019 · 1 Comment

11 Must-Have Ad Agency Business Development Tools (Updated From 2014).

NOTE: I first wrote this 11 Must-Have Ad Agency Business Development Tools blog post at the very end of 2014 and a few minutes ago the website checker app Checkbot pointed out that this post has a couple of dead links. (4.5 years later and it is interesting to see what tools have survivied). So, I thought that I’d repost and make things work. I suspect a reason for the broken links is that some of these tools are history. Here is what I found.

Back to 2014 – it is still worth the read… Blog post Consistency, actually the lack of it, is one of the most pressing issues that reduces the effectiveness of most advertising agency new business programs. So… Here are some ad agency business development tools that I recommend to keep your agency’s new business and content development program on track. (Tweet this.)

These tools (and there is a big world of tools out there these days) will help your efficiency and, more importantly, make you look like a subject matter expert because you are on that ball. Even better, as you use these tools for your own business development efforts, you will be gaining social media expertise that will dazzle your client prospects.

Clients (the ones you do not have yet) need your help according to this research from Ascend2.

Almost half of the clients surveyed have significant social media obstacles to overcome. You can help them by helping yourself.

This list of 11 tools is my first set of recommended online social media management tools. There will be more coming. [Read more…] about 11 Must Have Ad Agency Business Development Tools

10 Ways To Advertise Your Advertising Agency

Peter · March 27, 2019 · Leave a Comment

Do you advertise your advertising agency?

Based on my industry experience, most do not. This means that agencies are not aiming and tailoring their primary sales messages to their target audiences.

This post offers 10 ways to advertise your advertising agency as well as the why you should to it, like, yesterday.

Caveat: You should seriously consider advertising your advertising agency. However, you should first run a smart, consistent account-based marketing program to directly drive agency awareness to your best prospects.

Advertising – A Definition

Just for the heck of it, and to get us all on the same page, here is a definition of advertising. I use ‘advertising’ as a universal term for marketing communications companies.

Advertising is a means of communication with the users (or, non-users) of a product or service. Advertisements are messages paid for by those who send them and are intended to inform or influence people who receive them, as defined by the Advertising Association of the UK.

Why An Advertising Agency Should Advertise

There are four reasons an agency should advertise.

You want to be where prospective clients look for agencies.
You want to put your agency right in front of the right prospects (and even busy agency search consultants like Laura Bajkowski) 24/7.
You want to borrow the interest that on and offline publications can deliver.
You want to prove that you believe in advertising and that you are super creative.

10 Advertising Platforms Your Agency Should Consider

WARNING: Most likely, your agency cannot create and run efforts on all of these platforms. Roll them out based on your marketing plan.

TEST: Test everything. Do more of what works and less of what does not. Yeah, I’m being very obvious. But, testing is the mantra. Your clients want ROI. You do too and running your own programs may make you a better judge of how to judge success across advertising channels.

In addition to listing the ad platforms, I am also giving some, not all, of the reasons that a local/regional agency and an expert agency (example, lead gen B2B agency) should choose the platform. This is meant as food for thought. There are too many types of agencies for me to give every iteration. But, you get it.

Update: It is five hours after I wrote this. I now have number 11. It’s at the bottom of the list.

1. Google AdWords.

Every client in need of a new agency searches on Google. If you are not on page one for the search, buy the position.

Do keyword research and buy the keywords that meet your reach objectives.

Local/regional agency. It would be insane to not try to be on Google’s page one for your location. Example: if you are based in Seattle, buy ‘Seattle advertising agency’ or ‘Seattle SEO agency.’

Expert. Buy ‘Lead generation agency’ or ‘high tech leads agency.’ Do you want Purina as a client? Think about what their marketing team searches on.

2. YouTube.

I have an agency client that produces an interview with marketing leaders every month. They blast them out in emails, on their blog and… yup, leverage the power of the number two search engine to aim their videos at their audience. The agency also retargets. Since there are fewer results on YouTube than on Google, the agency gets more attention (and, yup, these videos also turn high up in Google searches.)

It would real easy for a local agency, most are, to ‘own’ their town’s video world. How about a weekly where to eat in Kansas City series shot on an iPhone?

Need inspiration? Here is john st.’s rather viral video (as of writing it has 2,447,266 views) about the power of Catvertising. Frankly, has any other agency ever had over 2 million views?

3. Advertising Agency Directories.

This is a serious no-brainer that many agencies do not take advantage of. In many cases, an agency directory is on Google’s page one and lists your competitors.

Make sure you are every relevant agency directory and spend the cash if it nets you a higher position or allows you to deliver more information (i.e. your work) and, especially, a link back to your website. [Read more…] about 10 Ways To Advertise Your Advertising Agency