You’d expect marketing agencies on Madison Avenue and Michigan Avenue to be producing world-class work for big companies. But how about marketing agencies in Cleveland, Ohio?

Major marketers can choose agencies anywhere in the world, yet more and more are selecting marketing teams in Northeast Ohio.

Top executives from three regional agencies and a large Midwestern bank explained why global brands and other market leaders are “Choosing Cleveland” at a NOCA (Northeast Ohio Communications Advocates) Forum at the Cleveland Plain Dealer on April 27.

Here’s how these local firms are landing prestigious accounts and helping national and local clients create smart marketing strategies.

Smart business-to-business (B2B) marketers work hard to create and keep great relationships with their clients.

In my last post, I shared the story of how a new B2B sales rep nearly destroyed a 10-year client relationship with my marketing agency by making six crucial mistakes in the first meeting.

But transitioning a legacy client to a new sales rep doesn’t have to be a sales minefield. When handled well, assigning a new rep to a key account can be an opportunity to increase the client’s satisfaction and boost sales.

Here are 10 things a new sales rep can do to ensure a smooth transition and earn a long-time client’s trust.

In business-to-business (B2B) marketing, the sales representative’s relationship with the customer drives sales and referrals.

But when a trusted rep moves on and a new one is assigned to a long-time client, there’s potential for big trouble if the transition is handled poorly.

Case in point: I recently met with a new sales rep from a company I’ve done business with for more than a decade. In less than 20 minutes, he managed to break six cardinal rules of effective customer relationship management and came very close to jeopardizing a long-term business partnership.

Here’s where this salesperson went wrong and what can you learn from his mistakes for your smart marketing strategy.

Every advertising and marketing agency is in a constant search for new business. But as a marketing agency president, I’ve learned the hard way that not all prospects should become clients.

Even if you’re a marketing agency looking to grow, sometimes it’s smarter to walk away from prospective new business than enter into a bad relationship. How do you know when to stay or go?Here are 7 warning signs that a new prospect could become a bad client for your marketing agency.

Do you know which of your customers are most profitable to your business? Or even how to measure customer profitability?

One of the best ways to gauge the value of a customer is to perform a recency, frequency, and monetary value (RFM) analysis of your customer data. Here’s how RFM analysis works and seven ways you can use insights from RFM for a smart marketing strategy.

Direct mail is often used to reactivate lapsed customers, but few direct marketers do it well. Instead of a powerful, personalized appeal that rekindles the relationship, they turn the customer off with a generic message, irrelevant content, and a “so what?” offer.

But when a direct marketer gets it right, with a highly personalized, data-driven message, a compelling offer, and a warm invitation to re-engage, it’s a thing of marketing beauty. Here’s how a major women’s retailer – Chico’s – nailed it with their customer win-back direct mail campaign, and six lessons from their direct marketing success story that you can apply to your smart marketing strategy.

Business-to-business (B2B) marketers often use such tactics as direct marketing, e-marketing, advertising, trade shows, and web marketing to generate sales leads.

But a smart lead generation marketing strategy goes well beyond the creation of the marketing campaign.

If your goal is to build a relationship with a business prospect, increase your sales conversion rate, and maximize the value of your sales resources, you need a careful plan for what happens after the lead comes in.

Here are the seven steps you should take with a marketing-generated sales lead to achieve success.

If you break into a cold sweat at the thought of walking into a business networking event as a complete stranger, you’re not alone.

Networking is essential to building and growing a business, especially for business-to-business (B2B) marketers who participate in professional associations and trade shows.

But it takes skill and experience to feel confident in a networking situation, and it takes careful planning to capitalize on the value of networking for lead generation.

Here’s what I’ve learned about personal marketing and successful networking at B2B events, and 21 tips you can use to make networking a powerful component of your smart marketing strategy.

Are you hard at work on next year’s marketing strategy? If so, there’s a critical first step you should take for a more effective marketing plan: A thorough assessment of your best customers. If your company is like most, you have a core group of customers that drive a large percentage of your sales. Here are seven things you should know about your best customers in order to develop a smart marketing strategy.

Verizon says they want me back. But based on the direct mail package they just sent me, I don’t think they mean it. Reactivating lapsed customers is an important marketing strategy for every business. It’s easier to reengage a former customer than create a new one. If you’re using direct marketing to win former customers back, however, you’d better do it right. Here’s how a major marketer blew a customer win-back opportunity with poor direct mail, and five lessons for more effective win-back direct marketing.