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Why Agencies Don ’ t Want New Business

Why Agencies Don ’ t Want New Business. Hank Blank Inspires Solutions. Work First account was McDonald ’ s at DDB Needham in Toronto 10 Years with JWT in Toronto & Chicago Ran the National Domino ’ s Pizza Business at Ross Roy Advertising Executive Vice President O ’ Leary & Partners

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Why Agencies Don ’ t Want New Business

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  1. Why Agencies Don’t Want New Business Hank Blank Inspires Solutions

  2. Work First account was McDonald’s at DDB Needham in Toronto 10 Years with JWT in Toronto & Chicago Ran the National Domino’s Pizza Business at Ross Roy Advertising Executive Vice President O’Leary & Partners Business Development at Marshall Advertising Experience on major Global brands such as Kellogg’s, Warner Lambert, S.C. Johnson, Labatt’s, Divisions of Revlon & Campbell Soup, Burger King, CENTURY 21 Life Hank has two young adults that live with him. Both are available for adoption. Hank has run six marathons but doesn’t know why Hank comes from a long line of nomads. Hank was born in Toronto, his sister was born in Beirut, Lebanon & his brother in Warsaw, Poland Hank was nominated to be Volunteer of the Year for OC in 2003 Favorite recent quote. “Only the humble can save the humble.” Evita

  3. New Business is about winning new clients It has nothing to do with advertising

  4. New business presentations are not meetings. They are performances

  5. Three Stages of a Review • Invitation • The dance or medium list • The altar or the finals

  6. Getting on the Long List • Are you visible?

  7. Getting an Invitation • info@agency.com

  8. How’s your organic SEO?

  9. Beware of the Gatekeeper • Ambassador or disaster?

  10. We are the Best Kept Secret • That’s a problem • I get paid to find agencies, clients don’t • “Shameless self promotion”

  11. Agencies have largely commoditized themselves

  12. What I see most Capabilities submissions is submission to conformity

  13. 80% Fall in the Middle

  14. Ever thought of presenting your agency’s Capabilities deck on YouTube?

  15. Don’t expect many clients to take great leaps of faith these days and just trust you that things will work. • They are often betting their jobs

  16. Give your prospects hope for success

  17. Your agency process is just a bunch of mumbo jumbo • They are all derivative. Keep it to one boring page

  18. Make your cases shorter and start with the results • Put the good stuff at the beginning of your presentation

  19. Leave the agency posse at home • Fewer is formidable

  20. In your rehearsals make the creative director your prospect. • If they are bored your potential new client will be be bored

  21. Shred your leave behinds

  22. If you were rushed at the end of your presentation and didn’t present some juicy morsels, you didn’t rehearse enough

  23. “We want your business,” is not a very compelling reason to hire your agency • Neither is “We’d be perfect for you.”

  24. Never give up the opportunity to keep your mouth shut • Very hard for agency people

  25. Leave your smart phones in your office because they make you look dumb

  26. Hank Blank Inc 949-300-3266 949-276-4978 fax www.hankblank.com 30462 North Hampton Laguna Niguel, CA. 92677 http://www.linkedin.com/in/hankblankcom follow me on twitter @hankblank http://hankblank.wordpress.com/

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