Have no one following up on leads? Well, then your agency sucks!
Sorry for the bluntness but if you don’t have someone following up on new business leads, then your agency sucks. (I know I just said that in the headline but if your agency sucks, then you need to hear it twice)
Yesterday an ad agency said to me that they are in such trouble that they couldn’t afford to go after any new business. WHAT? Are they planning to just die a slow death? Don’t these employees understand that if the new business pipeline drys up, so will their jobs?
Unless the clients that are keeping the lights on are owned by rich relatives of the family, the agency is going to lose 20% of all business every year – and that’s in good times.
But it doesn’t have to be that way. Pitching new business is not about big bucks, it’s about big brains!
I pitched a $30 million hotel account with $2 grand at M&C Saatchi and we made it to the final 3 out of 19 agencies! (call if you want to hear that story)
So take our leads and devour them like stoners in a candy store! Don’t ignore new business, shine a light on it as if it were the future of the agency . . . because it is!!