TL;DR Most firms don’t have a business development problem. They have an activity problem wearing business development’s clothes. Activity isn’t the same as progress. And that’s the problem. Hope is not an effective agency business development strategy. When you only chase leads because the pipeline got scary, urgency narrows your standards instead of protecting them. …
Business development is one of the most complex jobs in an agency. Period. It’s high-pressure, filled with rejection, and misunderstood by the very people who hire for it. How tough is it? The average tenure of an agency business development (BD) person is just under two years (RSW/US). Let that sink in. Twenty-four …
In 100% of the agency business development engagements I work on, this is almost always one of the first statements I make. And you may think that’s a harsh thing to tell an agency, but according to this year’s 2026 Agency Core Report, the agency owner probably already knows it. In this year’s report, 50% …
If I had a nickel for every conversation I’ve had with an agency owner in the last 90 days where they asked me, “Do you think AI will kill marketing agencies?” I could retire and open a taco truck that serves my world-famous TT’s salsa, fish tacos, and margaritas. AI isn’t going to kill marketing …
52% of referrals never call. Want to know if you’re the reason? Learn how to check your Google Referral Index Score.
...TL;DR: This article explains how to make impactful presentations by applying proven principles from cognitive science and brain research. It’s written for anyone who uses PowerPoint or slide-based presentations at work and shows how to reduce cognitive overload, align visuals with how the brain processes information, and design slides that actually improve learning, retention, and understanding …
Recently, after delivering one of my Perfect Pitch™ webinars, an attendee asked me: “How do we build credibility DURING the discovery call?” Great question! Truthfully, I told him, if you’re waiting till the Discovery Call to create credibility, you may be too late. Before the prospect ever agreed to a meeting with you, they Googled …
For a long time, the music business ran on a straightforward value equation. The studios were selling you new products every day. You couldn’t wait to buy them—albums and then eventually individual songs. You stored them in a library. You owned them forever. BUT, your access was always constrained by some box. At first the …
Stop awkward discovery calls. Learn why yours feel like a date and get expert questions to build trust and qualify leads with genuine conversation.
...Learn how to win your next agency pitch using science-backed techniques that build trust, inspire belief, and get prospects to say YES.
...Struggling with a dry agency pipeline? Here are FIVE things you can do today to fix it.
...Original Research Content Marketing: How to leverage original research and knowledge to painlessly prospect for new clients.
...When you sit across the table from a prospective client, you aren’t selling services; you’re selling belief. The modern pitch isn’t a laundry list of deliverables or a gallery of Instagram-worthy portfolio pieces. It’s an invitation to envision a future where conversation drives conversion, where proof validates possibility, and where emotion cements commitment. In my …
Learn how The Propinquity Principle™ reshapes business development in an AI world, as SEO and PPC lose impact in a zero-click, AI-driven era.
...Unlock the power of The Propinquity Principle™ to strengthen your agency business development plan. Build trust, credibility, and top-of-mind awareness to win new clients more predictably and efficiently.
...Master effective prospect follow‑up: the psychology behind failed outreach, overcome barriers, and use proven strategies to win more clients.
...Here’s the truth that too few agencies want to hear: if your agency business development strategy is focused on selling strategy, media, digital, creative, or PR services, you’re replaceable. Harsh? Maybe. But real. In today’s market, clients negotiate on execution. But they hire the agency they believe is most likely to deliver the outcome they …
Discover how Mardi Gras reveals key lessons in defining your agency’s value proposition—scarcity, convenience, and strategic advantage drive premium pricing.
...Discover a sales strategy that prioritizes quality over quantity. Learn how ‘The Power of One’ transforms your business development efforts.
...Discover why The Invisible Sale remains crucial in the AI era, and how strategic content marketing builds trust, fuels engagement, and drives agency business growth.
...In a recent conversation with Brent Weaver on the Digital Agency Show, I shared what I’ve learned in over 30 years as an agency business development consultant. From my early days knocking on doors selling greeting cards to becoming a trusted advisor for agencies looking to grow, I’ve seen how a clear strategy, resilience, and …
Go behind the scenes to learn how Jono grapples with prospect generation, evolving market dynamics, and the quest to create trust between his agency and prospects during the business development journey.
...Delve deep into the intricacies of Stuart’s unique approach to agency business development including his use of texting vs email and AI tools that have revolutionized his business development workflow.
...Paul discusses the importance of his 4-pillar approach to strategic planning, the evolution of digital marketing, and how he has successfully navigated the shifting digital landscape over the past 20 years to grow his agency.
...Are YOU a Repeater or Recreator? Did you know the answer is THE difference between content curation success and failure?
...A Referred Client Prospect left you a message indicating that one of your clients or friends, whom we’ll call a Referral Agent, suggested they should contact you. They may or may not reveal the reasoning behind the need to chat; usually, I find they don’t. Instead, they leave a phone number and a short message …
Converse Digital’s detailed analysis of the 2024 RSW/US Agency New Business Outlook Report & our 3-Step plan to help agencies overcome the hurdles uncovered by the report.
...Learn how to identify the best time to stop pursuing a lead that is unlikely to convert to maximize your business development efforts.
...Converse Digital’s detailed analysis of the 2023 RSW/US Agency New Business Report & our 3-Step plan to help agencies overcome the hurdles uncovered by the report.
...“Why don’t you write up a proposal to [deliver whatever a prospective client is about to hire you or your agency to deliver to them] with a budget and send it over to me to consider?” This one sentence creates more anxiety, angst, fear and self-doubt in the hearts and minds of freelancers, coaches and …