New Business

Because you’re in it to win it.

Research. Planning. Strong coffee.

That’s what it takes to start a business. Get a boost from us. Custom reports. Industry data. Plus, tips to help fill out pesky RFPs. We may not be able to deliver lattes, but we’ll help close the deal.

New Business Tool Kit

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Webinar: New Business — Marketplace Observation & Winning in a Process Driven Review
This presentation was delivered to the 4A’s New Business Committee on November 2, 2017 by Matt Ryan of Roth Ryan Hayes.

Webinar: New Business Committee Q1 2017 Meeting on Agency Search Portal
Search Consultant (and former 4A’s New Business Committee member) Melissa Lea of R3 Worldwide participated in the January 31st, 2017, committee session. In this recording, she shares her perspectives on agency search dynamics — including trends related to client objectives and requirements, client goals for agency searches, and search consultant observations that she wished she knew as an agency new business executive.

Webinar: Q4 New Business Committee – Webinar with Agency Spotter Co-Founder Brian Regienczuk
In this webinar, Agency Spotter CEO and Co-Founder Brian Regienczuk shares findings and key learning from Agency Spotter’s Agency Search Trends Report. The presentation was originally delivered at the Q4 meeting of the 4A’s New Business Committee.

Webinar: John Gleason – Why Clients Do What They Do
In this February 2, 2016 webinar, client procurement and client/agency consultant John Gleason shares his perspective with the 4A’s new business community and discusses  “Why Clients Do What They Do.” John runs a consultancy called A Better View and, prior to, spent over 20 years at P&G, including over 10 years in the Procter & Gamble procurement and agency relations organization.

Webinar: Mark Goldstein – Critical New Business Decisions and Lessons Learned
In this November 3, 2015 webinar, former new business committee member Mark Goldstein shared his perspective with the 4A’s new business community. Mark discussed the critical decisions that determine how successful you’ll be in new business—and why most agencies neglect making the right calls.

4A’s Committee Advocates Agency New Business IP Protection
Members of the 4A’s new business committees encourage search consultants to specify that the rights to Intellectual Property (IP) created by agencies during the review process remain the property of the agency until the marketer either hires the agency to execute the work or the parties agree to a commercially equitable payment for the assignment of usage rights.

 

New Business – All Materials

4A’s Releases 2019 New Business Activity and Resources Survey Report |

The 4A’s 2019 New Business Activity and Resources Survey Report provides members with relevant new business-related benchmarks and information, in aggregate and broken down into four categories by agency size as defined by number of employees.  The information is also broken down by Retainer/Ongoing Relationship (AOR) Reviews vs. Project-Based Reviews.  The reported data reflects 2018 […]

Agency Search Consultants List

The 4A’s is pleased to provide its list of Agency Search Consultants. This list is updated on a regular basis.

Reform Your Language, Transform Your Firm |

Research Services

Tim Williams of Ignition Consulting group offers advice on how a change in vocabulary can lead to the development of more collaborative partnerships.

Webinar: The Top Ten Things I’ve Learned In Thirty Years Of New Business Fun |

This presentation was delivered to the 4A’s Southern Region New Business Committee on June 4, 2019 by Diane Fannon of The Richards Group.

Webinar: Stop Negotiating – it doesn’t work |

This presentation, originally delivered to the 4A’s National Large & SAMS New Business Committee on July 31, 2019, by Brett Colbert of Colbert Group Consulting, was re-recorded by Brett Colbert on August 22, 2019.

Kick-start Your Online Leads |

Research Services

Social proof, public speaking, and calls-to-action are three of the 7 Helps for Consistent Online Leads for Ad Agency New Business offered by Michael Gass of Fuel Lines.

R3 New Business League Global and US- June, 2019 |

The excel document, available only to 4A’s Members, includes detail related to identified wins, including the incumbent agency and the new successful agency.

Published: June 2019

Fuel Lines |

Research Services

View Fuel Lines, a blog by Michael Gass, for ideas on the use of social media, content, and inbound marketing strategies to fuel agency new business.

The Post-Pitch Follow Up |

Research Services

Peter Levitan explains why once you’re connected, you should stay in touch and follow up with your future client.

Streamlined Strategy for New Business |

Research Services

With “tidying up” Marie Kondo style all the rage, learn how to apply these same principles to your new business strategy with advice from Tim Williams of Ignition Consulting Group.

Webinar: Perspectives on New Business and Client Relationships |

This presentation was delivered to the 4A’s Central Region New Business Committee on June 13, 2019 by Deb Giampoli of Stone Soup Consultants.

CMO Average Tenure Decreases to 43 Months

Research Services

Spencer Stuart’s annual CMO Tenure Study finds that the average tenure for chief marketing officers is decreasing.

Webinar: Our World in Transformation – What does it mean for growth? |

This presentation was delivered to the 4A’s Western Region New Business Committee on June 5, 2019 by Catherine Bension of SRI.

R3 New Biz League Global and US – April 2019 |

The excel document, available only to 4A’s Members, includes detail related to identified wins, including the incumbent agency and the new successful agency. Published: June 2019

Webinar: Confessions of a Search Consultant |

This presentation was delivered to the 4A’s National New Business Committee on May 23, 2019 by Ann Billock from Ark Advisors.

MPF 2019 Win Without the (Winning) Work |

Management Services

    Chris Shumaker | Former CMO, The Martin Agency, FCB Worldwide, Publicis USA and Grey NA Download presentation deck Clients evaluate the entire pitch process, not just one meeting—so the agency without the best work on a given day could still win the business. So the agency should provide a superior experience throughout the […]

Agency Content Marketing 2019 | Benchmarks, Budgets, and Trends |

Research Services

Content Marketing Institute (CMI) and MarketingProfs release their first report examining how ad agencies use content marketing to promote their services. 

R3 New Biz League Global and US – March 2019 |

The excel document, available only to 4A’s Members, includes detail related to identified wins, including the incumbent agency and the new successful agency. Published: May 2019

New From 4A’s Guidance: 4A’s Relationship Management Best Practices Guidance

Relationship management is how you keep winning after you’ve won. 4A’s Relationship Management Best Practices Guidance is your new playbook.

BenchPress Agency Survey 2019

Research Services

The Wow Company has released the 2019 agency benchmark report resulting from its annual survey of independent agency owners in the UK. Topics include growth rates, confidence levels, amount of time owners spend working, cash flow/invoicing/collecting payments, new business, and networking tips.

10 Ways To Advertise Your Advertising Agency |

Research Services

You’re probably not advertising your advertising agency.  Peter Levitan offers ten ideas to drive business.

Thought Leadership for New Business |

Research Services

Agencies can use thought leadership to win, retain, and grow client businesses.  Michael Gass of Fuel Lines makes a compelling argument for the benefits of thought leadership and offers examples of agencies that are doing it well.

R3 New Biz League Global and US – February 2019 |

The excel document, available only to 4A’s Members, includes detail related to identified wins, including the incumbent agency and the new successful agency. Published: March 2019

Marketing Trends Report |

Research Services

Agency Spotter’s annual report highlights agency search trends.