Know Your Outreach Numbers to Win Ad Agency New Business

Key to daily objectives
by Todd Knutson  |   published on April 25, 2012

client referralReaching out to prospects you don't know - whether through cold calling, referrals, or networking - is a numbers game. Once you know your numbers, you can plan your weekly outreach so you

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Procurement Snapshot for Ad Agency New Business

What procurement does and why it exists - from the client's perspective
by Todd Knutson  |   published on April 19, 2012

david stirlingMany a new business person's blood pressure increases when you start talking about procurement. Frustration is natural when attempts to "persuade the unpersuadable" are unsuccessful - as in

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What Clients Want From Agencies

Relationship-building advice
by Todd Knutson  |   published on April 09, 2012

ROIWhat's most important to CMOs according to four senior marketers? Return On Investment. If you're in charge of new business at your ad agency, your opportunity is to demonstrate that your

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Small Touches Create “Wow” The First Time Your Prospect Visits Your Agency

Be the guest
by Todd Knutson  |   published on November 16, 2011

fruit basketYou fly into a strange city. Your flight is delayed. It's raining. You manage to find a cab that takes you to the hotel in a car that's sorely in need of new shock absorbers. The hotel

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Innovation to Drive Ad Agency New Business

Break the mold
by Todd Knutson  |   published on July 14, 2011

One of the most thought-provoking and mindset-challenging sessions at the 2011 Mirren New Business Conference was "The Innovators Panel." Why? Because all organizations, including agencies,

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Marketing to Millennials: New Research To Help New Business

Share.Like.Buy.
by Todd Knutson  |   published on June 02, 2011

millennialsThe 18-30 year old Millennial market is one of the most sought after by marketers and their ad agencies. Read on about an upcoming conference to help you get smart.

Millennials create their

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Boomers and Social Media; Impact on Ad Agency New Business

Research from Center for the Digital Future
by Todd Knutson  |   published on May 23, 2011

BoomerWhat's the best way to reach your ad agency's new business prospects? It may depend on how old they are.

New research from the Center for the Digital Future at USC's Annenburg School, was

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I Hear You Want to Leave….Say It To My Face.

When new business success is right in front of you
by Todd Knutson  |   published on May 17, 2011

ted turnerBack in 1989 Larry King had been doing Larry King Live for about four years. His contract was just about up, so he started looking around for another network. He found that by moving networks

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How Many of Your Ads Give You Goosebumps?

Dream
by Todd Knutson  |   published on May 10, 2011

Occasionally you see an ad that gives you goosebumps. This is one of them, from Ogilvy Asia. As we're all getting older, it's inspiring to dream - and better yet - to act on them.

And, of

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Need Three New Employees? Hire One Who’s Great.

Identify the best talent
by Todd Knutson  |   published on May 05, 2011

idenitfy talentMost CEOs agree that one of their most most important jobs is to identify talent. When I think about talent I often recall a "Corner Office" interview in the New York Times with Kip Tindell,

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Holding Cos. CEOs: What Must Change

Growth, incentives, accountability
by Todd Knutson  |   published on May 04, 2011

wren, roth, sorrellIt's not every day that you get to see John Wren, Michael Roth, and Sir Martin Sorrell on stage together. At least I don't. One thing's for certain, when you do see them together you'll

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Refine Your New Client’s Conflicts Clause to Really Win New Business

Knowledge is strength
by Todd Knutson  |   published on April 29, 2011

conflicts

You've just received word that you've won the pitch. The new client you've been nurturing for years is nearly yours. And then you receive their contract, which includes a strict conflicts

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What is Your Ad Agency’s Talent Risk?

Are you training?
by Todd Knutson  |   published on April 27, 2011

developing talentMcKinsey & Co. managers spend thirty days per year training and evaluating their people. In contrast, agency managers spend two. Given that consulting companies like McKinsey are encroaching

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Unilever Global CMO: Digital Agencies are the Creative Agencies of the Past

Thoughts on the agency-client relationship
by Todd Knutson  |   published on April 21, 2011

unilever

Keith Weed is Unilever's Global CMO, and so one of the most influential marketers in the world. He shared his views on marketing, brands, procurement, and ad agency new business in a recent

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Razorfish: How to Win a Formal Agency Review

Christian Juhl on ad agency new business
by Todd Knutson  |   published on April 19, 2011

razorfish

Razorfish has won some of the most desirable interactive clients in the world. Christian Juhl is the president, and knows a thing or two about how to win. At the recent Mirren New Business

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