"Don’t Know Enough About My Company"

78% of senior marketing executives stated in our most recent survey (to be released week of May 10th) that agencies don’t know enough about their company when first approached about a potential working relationship. 30% said agencies are too pushy (they could check all that apply). The bottom line of it is there’s really no excuse…
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Pain in the RFP – Part II


Recently reviewed (post mortem) an RFP response by an agency.  He was looking for some perspective/thoughts as to why they might not have been chosen to move to the next round.  He was looking for some ideas that might help him the next time their agency was offered the opportunity to participate in an agency new…
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Your Burning Agency New Business Questions Answered

Well, burning is probably a bit strong actually; nevertheless we’ve got a lot going on here at RSW/US, so thought I’d post on something a little lighter today. I don’t know how often you’ve questioned the font you’re using, in terms of agency new business, and if one is more effective than the other. In…
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A Pain in the RFP

In the 5 years I’ve been in the business of helping agencies find new business, I’ve heard complaint after complaint about the RFP process – from both sides of the fence – agencies and marketers. There are some firms that charge agencies to register in their database and some firms that make agencies “join” their…
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This Is What It’s All About! A Turnaround Success!


At the end of the day, our happiness is all about our clients winning business.  We love putting new client win announcements on the “Wall of Fame” win board we have in our office. The thing that gets me and all our people most excited is when we see this thing called RSW/US (http://www.rswus.com/) I created 5 years…
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5 Genius Tips to Recharge Your Ad Agency New Business Efforts


Average tenure of a new business director at an agency is 18 months. That’s a stat agency principals don’t really like to hear. It can be extremely frustrating trying to find that individual who has experience selling services and more specifically agency services. So with that in mind, we were passing around an article here…
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Micromanagement and the Art of Fail


In the spirit of taking a critical eye, we’ve discussed how difficult it can be to hire an individual who understands how to sell your agency and then to keep that person. One sure way to lose them even quicker is to agonize over and question their every move. Interestingly, we’ve talked before about not…
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Ad Agency New Business Advice: Mix it Up


In a post by John Hennan of the RP3 agency on AMA’s Marketing Power blog in which he discusses the need to support or integrate digital with traditional marketing. It’s a nice parallel to how agencies should treat new business as well. Per John, Remember the classic sales funnel; awareness, interest, comparison, and purchase, then…
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Should your agency have a blog? Part II


Continuing from my previous post about agency blogs and new business, I listed the first two reasons why you might want to consider starting or re-igniting an existing blog in that post. Moving on, reasons three through five: Third, in reality, what kind of commitment is a blog and how often should you blog? This…
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