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How to Build A Winning Advertising Agency Business Development Program

Peter · May 13, 2024 · 6 Comments

advertising agency business development

How To Build An Effective, High-ROI Advertising Agency Business Development Program

Start Here. Ask Yourself: How Is Your Marketing, Digital, and Advertising Agency Business Development Program Going? 

What do I mean? Are you getting the leads you want? Are these clients high margin? Do they want great thinking, media planning and creativity from you? Might they be long-term? Do they look cool on your client list?

#1: Tough News From the 2024 RSW/US Agency New Business Report

RSW/US asked agencies: “How Difficult Is Obtaining New Business, Compared to Last Year?”

58% of agencies found it harder to obtain new business in 2023, and 38% of ad agencies reported a decrease in new business opportunities in 2023, up from 26% in 2022.

#2: My Second Book On How To Run And Grow A Kick-Ass Advertising Agency Is being bought by your competitor down the street.

If you want to run a kick-ass advertising, digital, or whatever you call your agency business development program that stands out, makes more money, and is happy, then buy my new book. Its 27 chapters cover every aspect of agency management (including staffing issues), business development, and building critical personal branding. Go here: “How To Build A Kick-Ass Advertising Agency.”

 Advertising Agency Business Development Strategies and Tactics

This is an update to “How to Build A Winning Advertising Agency New Business Program.” Your competitors have read it over 50,000 times.

Advertising agency business development is a 24/7 operation that requires the right agency positioning, strategies, action, and efficiency. I help my agency clients get there faster by building them a custom, efficient business development plan. A plan that they will run 24/7.

The post’s popularity is due to three key factors:

1. It directly addresses a major marketing pain point: how to build a winning and efficient advertising agency business growth plan.

2. The post is well optimized for search engines, delivers high value, and, therefore…

3. Google loves it. FYI, my number two trafficked post is, “How To Name Your Advertising Agency – Part One” at 30,000 + views. While always rethinking their website, advertising agencies also obsess about their name. By the way, the How to Name post is also a very good cheat sheet on naming that you can steal if a client ever needs a new brand name.

Your Competiton Is Growing – Be Unignorable

Your potential clients have over 4,000 marketing communications ‘agency’ options (other agencies, new consultancies, freelancers, even your ex-creative director…).

Therefore, any form of business development passivity on your part – sucks. If you think you are doing everything right, you probably are not. How can I say this? I never thought that all was well whilst running business development at Saatchi & Saatchi and when I owned my own west coast agency.

A critical message about not being unignorable… Watch this. I built it for my friends at AAR Partners, the leading ad agency search consultant. By the way, I read this thinking about consultants, “34 Advertising Agency Search Consultants“.

https://peterlevitan.com/wp-content/uploads/2023/05/The-Unignorable-Agency-Stand-Out-and-Drive-Interest.mp4

 

OK, Let’s Go… The 24/7 Business Development Plan 

I moved from New York to Bend, Oregon, in 2002 to buy a very successful advertising agency (and raise a family 20 minutes from a ski lift).

Citrus grew to add a Portland office and national accounts including Dr. Martens, Harrah’s, Leagalzoom, Nike, Providence Health & Services, the Montana Lottery, and the UN.

I woke up every day as if a client like Nike would walk out the back door along with its revenues. I bet as an ad agency owner or manager you have rough nights too. One of the things I knew I could and should do was to manage this back-door issue was to have an active, I stress active, new business plan in place.

Here are some (I stress some) of the elements of my marketing plan. They helped me grow Saatchi & Saatchi and my agency Citrus. I hope my insights help you grow your agency.

Execution Rules.

When I set out to write this advertising agency new business post I didn’t think that it would be this long – a warning to the ADHD types. However, advertising agencies’ new business planning is complex and becoming more complex every day due to the rapid changes in our industry and technology. That said, the devil in business development, you know what’s coming, is in the detail. Success is all about execution.

For example, running a successful inbound biz dev program that attracts market attention must be based on a sound strategy and smart agency process if you want to run a 24/7 sales program. Staying the course is critical.

OK. OK. Help Me ChatGPT. Here is a quick FAQ that my buddy Chat created to help you understand the core elements of this missive.

What are the key elements of a successful advertising agency new business program?

  1. Strategic Positioning: Define clear business and sales objectives, including your agency’s unique value propositions like media expertise or demographic specializations (e.g., mobile advertising, Gen X marketing).
  2. Proactive Business Development: Employ a dedicated Business Development Director to lead client acquisition efforts, ensuring alignment with agency goals and maintaining regular prospect engagement.​ 
  3. Inbound and Outbound Marketing: Implement a balanced strategy with targeted content marketing (blogs, white papers) and smart use of social media platforms to generate inbound leads. Complement this with aggressive outbound tactics like cold calling, personalized emails, and strategic ad placements.
  4. Client Acquisition and Retention: Focus on acquiring clients through thoughtful qualification of leads, engaging pitches, and effective management of proposals and pitches. Post-acquisition, ensure smooth transitions and high client satisfaction to foster long-term relationships.
  5. Continuous Learning and Adaptation: Regularly update the business development plan to reflect market changes and internal growth goals. Utilize tools like CRM systems to track progress and optimize strategies based on data-driven insights.

How can an agency maintain continuous new business growth?

  • Consistency in Marketing Efforts: Regular updates and interactions via high-value emails and social media posts ensure continuous engagement with potential clients. 
  • Leveraging Thought Leadership: Establish your agency as a thought leader by narrowing your focus to specific niches or industries, thus standing out from the competition. 
  • Utilizing Advanced Tools and Analytics: Keep track of all marketing and pitch efforts through detailed analytics to understand what strategies work best and adjust accordingly.

What are common mistakes to avoid in agency new business development?

  • Overextending Without Focus: Avoid trying to be everything to everyone. Specialize in certain areas to differentiate your agency from others.
  • Neglecting Business Development Culture: Ensure that business development is ingrained in the agency’s culture, with all team members actively participating in growth activities.
  • Inefficient Use of Resources: Focus on quality over quantity in marketing efforts to avoid wasting resources on unqualified leads or ineffective strategies.

Back To Me: The Advertising Agency Business Development Plan. First Things First.

I have never been able to construct an effective business development program without first having an agency business plan.

The business plan should include (at least):

  • Your agency’s business and business development objectives
  • An assessment of your current strengths and weakness (I have all of my clients do an internal SWOT analysis)
  • A competitive agency positioning (specialization is a good thing)
  • An analysis of your space in the world – as in, why would a client hire you?
  • Clear target market objectives and target market personas
  • A service plan (it might mean adding new services)
  • Your inbound and outbound (think Account-Based Marketing) plan
  • The very important objective of running unignorable messaging
  • A dedication to being consistent and efficient – as in having a process

Your business plan should also help you plan for your future in the evolving world of marketing communications. I think that client confusion with the evolving state of advertising and marketing – this includes big and small clients – makes today a great time to be an agency. Winning agencies are resolving their business challenges, crafting the right services and guidance, and, importantly, are willing to modify their business model to avoid disruption to achieve success.

advertising agency business developmentIt is also imperative that you develop a roadmap for how to grow your current agency to become the agency of the future. The market, communication platforms, and client expectations are changing rapidly. Assess your current strengths, weaknesses, and how your agency expertise and personnel are going to stay ahead of change (do an annual SWOT analysis).

Change can be very profitable. What if you could restart your agency using a blank sheet of paper? Would you build a replica of your current agency or would it look dramatically different? If you think that change is in order, you better get started. Here is a powerful mantra from General Eric Shinseki. 

“If you dislike change, you’re going to dislike irrelevance even more.”

The Agency New Business Program – Join The 34%

advertising agency business developmentArmed with your business plan you can get ahead of your competitors by having a comprehensive new business plan. Most agencies do not have a plan. Get this industry research…

66% Of Advertising Agencies Report That They Do Not Have a Business Development Plan. This Is Lunacy!

Your plan should include most, if not all of the following: [Read more…] about How to Build A Winning Advertising Agency Business Development Program

The 88% Interest Message: Use Video Marketing

Peter · June 2, 2023 · Leave a Comment

Video marketingVideo Marketing Drives More Interest & Leads. Like 88% More Interest. 

(Side note… Keep reading to find out why Gandhi is in the pic above…)

Here are a couple of paragraphs on how to build a great/powerful advertising agency website from my book. It is amazing how few agencies use video marketing to tell their own brand story.

It is a long detailed chapter, this is just a tidbit. I’ll get personal below.

Video, Please

Too few agencies include brand-building video on their website. If they do, there’s a high degree of chance that it will be a sizzle reel.

I prefer a video that helps deliver the agency’s USP. The digital agency HawkSEM opens with an animated video that clearly states the agency’s mantra and client benefits—in 10 seconds:

“We could start by talking and bragging about award this and featuring that, but who cares? We believe in results. At the end of the day delivering measurable marketing results, predictable revenue, and high ROI is what matters.”

Another approach is to put a real human in the video. Why not have an agency leader deliver the message, and while they’re at it, also deliver some agency soul? You can make a compelling video introduction. You are creative.

Videos engage, are more memorable, are better at brand recall than text and… increase buying intent.

Still with me? MarketingProfs reports that “the average user spends

88% more time on a website with video than a website without one.” How can one ignore this 88% finding? 

Ok. I admit it. I haven’t used enough video enough.

I spent some time today looking at how to use Apple’s video apps. If I can do it, you can. And, yes, there are ways to make your videos better… from editing to including subtitles. Let me know and I can turn you onto some new AI tools and a smart video production company that is waaaaay affordable.

The video that Mahatma Gandhi made for me!

Check out even more thinking on advertising agency video marketing: HERE

Plus why haven’t you bought my Guide to Building A Kick-Ass Advertising Agency book?????? It is a paperback & eBook.

Parents Watch! – Always #likeAGirl by Leo Burnett

Peter · July 7, 2021 · Leave a Comment

Did I Say Watch #likeAGirl ?

#likeagirlI originally wrote this blog post about ‘girls’ and the #likeAGirl advertising campaign in 2014. One of my earlier blog posts.

I now have a one-year-old granddaughter and this smart, insightful commercial is even more important to me. And, you if you have a girl OR boy kid; are an uncle or aunt, a grandparent, a neighbor…

This powerful, important “advertising” is wonderful to watch. But, even better, it does wonderful things. In this case, P&G’s Always slam dunks with a video about being a girl. Take a look at the response at #likeagirl

From Brand Republic’s Viral Chart:

“The Always ad, “like a girl” by Leo Burnett, aims to empower young girls and rewrite the rules of negative connotations associated with being a girl. It has been shared 536,519 times in the last seven days.”

That was in 2014. Please add to today’s viewership and share the video out in the world.

From Always:

Using #LikeAGirl as an insult is a hard knock against any adolescent girl. And since the rest of puberty’s really no picnic either, it’s easy to see what a huge impact it can have on a girl’s self-confidence. Always wanted to show that doing things #LikeAGirl is amazing!

 

 

 

 

 

 

 

r/Advertising Advertising School

Peter · June 21, 2021 · Leave a Comment

advertising schoolAn Advertising School For You. Yes, You.

A few months ago I bumped into the r/Advertisingschool on Reddit. I’m like = this is a cool, smart, and free online advertising school. All of this, especially smart, being a good thing for the vast majority of advertising agencies who do not do any employee training – a thing from the higher-margin past.

Not to get too far into the old days. but, when I started in the business at my mega New York agency, I, along with my cohort group, had weekly training sessions. We covered how to communicate with clients, how to be strategic geniuses, how to write creative and media briefs, and how to present.

Those were the old days. Days before agencies curtailed training. Now with r/advertisingschool y’all got… Imagine… A free, smart set of courses that even an “I know it all” veteran can learn from. For example, watch the Digital / Social course on YouTube – its below.

Just Do It

I urge you: agency owners; employees from all groups and your “I wanna work in advertising” types to peruse and watch the sessions. Try one on for size. Here is the school’s description:

r/Advertising School is a free portfolio school hosted in Reddit’s r/Advertising community.

The 12-week program features courses from industry professionals alongside real assignments to promote diversity in the ad industry.

Yes, a course. BUT, BUT… you can watch the advertising school course videos at your own speed when you want.

Hey, just go here and check the videos out.

The courses include:

  • Digital/social
  • Strategy Account
  • PR
  • Media Planning
  • Design
  • Brand building
  • Portfolio

Watch the Digital/Social video as an appetizer… it gets cooking at about the 4:30 minute mark. I have been using and social media thangs since 1995, yes, true. I learned from this one.

 

The Best Super Bowl Commercial Ever

Peter · February 5, 2021 · 3 Comments

The Best Super Bowl Commercial – According To Mom

Back in the late 1980s, I ran the $60 million Northwest Airlines account at Saatchi & Saatchi Advertising Worldwide. Northwest was a national and regional airline advertiser in the days when airlines advertised – alot. The airline competed with big-budget United, American, and a range of international carriers. All these airlines produced and ran expensive TV commercials. But, this Northwest TV spot was the best Super Bowl commercial – ever.

The commercial below was a part of the EFFIE and multiple creative award-winning “Asia Series”. The campaign included TV, radio, print, and out-of-home executions. The objective of the campaign was to grow Northwest’s transpacific business. At that time, Northwest was the leading airline flying to Asia and needed to maintain its leadership business.

The Asia Series was notable for two reasons.

The campaign utilized an early form of pre-internet content marketing. In addition to traditional advertising, we created long-form radio content, print, and even the use of telephones (800 and 900 numbers) all designed to provide detailed information on how to conduct business in emerging Asian markets. We viewed our business and cultural guidance as ‘information as a service’. Common today but not back in the 1980s.

We ran our TV advertising nationally and regionally. The Asia Series was supported by a multiple-execution TV campaign created by our ECD Pat Peduto and CW Paige. St. John, which was shot over six weeks in Thailand, Hong Kong, Seoul, and Tokyo. We ran a couple of these on the Super Bowl in select markets including New York, L.A., and Chicago. The spot below is without question the best Super Bowl commercial ever. Why, well, it’s a cool spot. But, if you go to the 13-second mark, right after the glowing elephants, you can see me crossing a Thai road. Yes, this was my rather brief turn as a businessman star in the best Super Bowl commercial – ever.

Well, at least it was according to my mom.

 

 

 

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