Over the years, we’ve heard agency executives reflect on internal business development initiatives that haven’t produced the desired results. Recently, I was reading some posts on authenticity that did what good posts do – got me thinking. “Authenticity” does not come up in survey responses when we ask agencies what might be holding internal business […]

Our e-book, 10 Agency New Business Questions, features interviews with five agency executives who have responsibility for new business within their firms. What is interesting is that each new business leader takes a slightly different approach and succeeds. Variables include inbound and outbound emphasis, channels for delivering thought leadership, even who within their respective firms […]

Here’s the scenario: You got the meeting with an ideal prospect. You have a conversation where you unearth that the company is going in a specific direction and needs services you can provide. So your team comes together to construct initial thinking and direction, incorporating ways you’ve helped past and current clients. The day comes, […]

The majority of new business is stop and start for agencies and inevitably the pipeline become non-existent. You know that’s bad but you’re so busy with client work and referrals are coming in. Both those things will change, or at the very least become inconsistent. There’s another piece to the puzzle you can’t ignore: You’ve […]

As a New Business Director at RSW/US, I help my agency clients from the first call with a new prospect through to the close. This week, I was on a conference call with a prospect and introducing them to my client.   The prospect is the VP of Marketing, seeking an agency to provide full […]

Why do agencies struggle with new business? A loaded question. Selling for RSW I get asked, why should we consider outsourcing our new business effort and more specifically, working with your firm? Part of that conversation will ultimately lead to how we, specifically, work with our clients, but another part speaks to why agencies struggle […]

Our recent survey revealed a stark difference related to the impact of email in new business prospecting. · 57% of marketers indicated that email is the top means of learning about new agencies. · Only 12% of agencies identified email marketing as being one of their top three most effective means of generating new business. […]

The following is a post I published on the blog for RSW/AgencySearch.  In addition to marketers reading it, we had a few agencies read it that felt it was helpful content for them as well.  So consequently, I decided to post it here, in the hopes of helping make your next agency’s pitch as productive […]

Like cold water to the face, agencies need new business reminders every now and then. After 2008, agencies (and everyone else) got an unfortunate wake up call, and in terms of new business, realized there was no better time to get a lot better at it. Fast forward to today and clients are spending. That […]

In business, cash is the undisputed king. Even if you generate strong revenue and incur reasonable expenses, without a steady cash flow you’ll inevitably face troubled times. This is especially true for agencies that often bill for work after it’s been completed. In essence, you are financing your own services for the client. Knowing that […]