why agencies don’t want new business hank blank inspires solutions

Why Agencies Why Agencies DonDon’’t Want t Want

New BusinessNew Business

Hank Blank Inspires SolutionsHank Blank Inspires Solutions

Apr 19, 2023

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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

Apr 19, 2023

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• New Business is New Business is about winning about winning new clientsnew clients

• It has nothing It has nothing to do with to do with advertisingadvertising

• New business presentations are not meetings. They are performances

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• Invitation• The dance or

medium list• The altar or the

finals

Three Stages of a Review

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Getting on the Long ListGetting on the Long List

• Are you visible?

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Getting an InvitationGetting an Invitation• info@agency.com

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• How’s yourorganic SEO?

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Beware of the GatekeeperBeware of the Gatekeeper• Ambassador or

disaster?

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We are the Best Kept SecretWe are the Best Kept Secret• That’s a problem• I get paid to find

agencies, clients don’t

• “Shameless self promotion”

• Agencies have largely commoditized themselves

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• What I see most Capabilities submissions is submission to conformity

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80% Fall in the Middle80% Fall in the Middle

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

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• 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

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• Give your prospects hope for success

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• Your agency process is just a bunch of mumbo jumbo

• They are all derivative. Keep it to one boring page

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• Make your cases shorter and start with the results

• Put the good stuff at the beginning of your presentation

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• Leave the Leave the agency agency posse at posse at homehome

• Fewer is Fewer is formidableformidable

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• In your rehearsals make the creative director your prospect.

• If they are bored your potential new client will be be bored

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•Shred your leave behinds

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

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• “We want your business,” is not a very compelling reason to hire your agency

• Neither is “We’d be perfect for you.”

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• Never give up the opportunity to keep your mouth shut

• Very hard for agency people

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

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04/19/23

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Hank Blank Inc949-300-3266949-276-4978 faxwww.hankblank.com30462 North HamptonLaguna Niguel, CA. 92677http://www.linkedin.com/in/hankblankcomfollow me on twitter @hankblankhttp://hankblank.wordpress.com/