5 Agency New Business Tips for 2011

  Happy Holidays from everyone at RSW/US.  I hope the following brief video is helpful in framing your agency new business program as we enter the New Year.  While you’re (hopefully) recharging over the Holidays, keep the 5 tips from the above video in mind so you can enter 2011 with a solid new business platform. Looking forward…
Read more

Here’s What Salespeople Do All the Time. . . So Don’t Do It

Complete disappointment

We occasionally focus posts on sales basics and this is one of those times.  Always good, especially with the New Year nipping at our heels, to re-focus on the basics on occasion.  Which brings me to a recent article from Kelley Robertson at RainToday.com, How to Lose a Prospect’s Attention in 5 Seconds. Bottom line:…
Read more

Let’s Talk About Ad Agency New Business Stats Baby


A few quick stats related to agency new business from around the web, and internally here at RSW/US,  you might find interesting. First, a big-picture stat that, quite frankly, is not really apropos of the post’s theme but interesting nonetheless: What percent of American internet users use Twitter?  Answer: 8%. (Per  Pew Research Center’s Internet &…
Read more

“Stream Marketing”: How it Can Help Your New Business Effort

FB go away

An article this week in Advertising Age ( When It Comes to Facebook, Relevance May Be Redefined) points to the ever-growing importance of “stream marketing.” If social media is a part of your agency new business program, you should continue reading. (Plus there’s one quote that may piss you off a bit as well.) A…
Read more

How To Get Your Team Involved And Vested In Agency New Business


Getting your agency employees on the new business bandwagon can greatly enhance your chances of success in obtaining new clients.  But I don’t have to tell you, it’s easier said than done; especially for mid-size and smaller agencies, as time is at a premium and taking care of clients invariably (and understandably) comes first.  …
Read more

Are You Wasting Agency Resources (or, Why Do You Blog?)

Strategic Plan

  I would be interested to hear the answer to the above, as we’ve been asking this question lately.  May seem silly to ask or at the very least counterintuitive, but take a look, randomly, at any agency’s blog.  After seeing a few you may ask yourself the following questions: -Who exactly is their audience,…
Read more

What’s Better For Your Ad Agency: “Good” People or Talented People?


The answer of course is both, but let me explain. Last week I read a fascinating interview with Herbie Herbert, the manager of Journey from their inception until the late eighties or so.  I didn’t read it so much because I like Journey (although I do, I’ll admit it) but because of the background machinations of…
Read more