The Cards You are Holding – A Winning Hand?

the-gambler

To some degree, agency new business success rests in the cards you are holding. Mostly, it’s about how you play them. Right — just like Kenny Rodgers crooned, “Every hand’s a winner and every hand’s a loser.” As we contemplated the new business development experience we’ve amassed over 11 years at RSW/US and industry insights…
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The Feature Isn’t The Future

I mentioned in last week’s post that the audience now has technologies which allow them, in the digital realm primarily, to bypass marketing messages. But I think there is an even deeper level of disruption at play here – something that inverts the model on which most marketing is built. Here’s how I’d describe what…
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The Next Great Media Channel Is You (And It Better Be)

sphinx

I just spent the last few days at the Content Marketing World 2016 Conference in Cleveland, and this is the first post in a series that will cover what I suspect are the most significant trends that are already shifting the way the marketing industry works. One key message that underscored a great many keynotes…
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RSW/US New Business Development Insta-Tips! WHAT?!

instagram-logo

That’s correct, Insta-tips. RSW/US now has an Instagram presence, and we’re launching it by including new business development tips that you can read in, what else but, an instant! Why Instagram for new business development? The B2B Social Media Engagement Rates chart published earlier this year by MarketingCharts was very insightful. As shown below, it…
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40% Of Marketers Expected Project Work Would Increase In 2016

40-of-marketers-expected-project-work-would-increase-in-2016

That’s a stat from our 2016 New Year Outlook Report (released in January), and ideally that percentage held up for your firm this year (or was larger). These are the kinds of stats that typically put our New Year Report at the top of our most-downloaded new business content. We just launched the 2017 survey…
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Read the Buying Signals!

Buying Signals new business development

You’ve waited for this day: the anticipated big meeting with the oh-so-desirable prospective client. Being excited, enthusiastic and energetic is understandable, and overall a great thing: your enthusiasm, your passion for, and your understanding of the prospect’s business assure them your firm can be a good potential marketing partner. And still there are times when…
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UNSUBSCRIBE from this MYTH!!

slump cat

The theory of the summer slump is a myth.  A fairy tale. We called this out in a post a few weeks ago, New Business Development “Summer Slump” … Feeling lonely as a Mars Rover?. That post argues that the summer slump is something we create by buying into the notion it has basis in…
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4 New Business Development Techniques That Will Never Work

4 New Business Development Techniques That Will Never Work

Newsflash: selling is tough and agency new business can be even tougher. Our new business directors operate on principles of polite persistence, consistency and reaching out with value. We strive to avoid overly aggressive reach-outs, generic messaging and the crappy tricks we see some salespeople use. And speaking of those crappy tricks, here are a…
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The More Things Change, the More They Stay the Same

truth

Some things never change in agency new business development.  Like the daily “battle”, we fight trying to prove out to marketing agencies that we aren’t just another one of those hundreds of other lead generation firms with fancy names emailing agencies about how they can help them win it all. We have a number of…
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