If our Agency New Business Survey Report was a Fortune Cookie…

bowl-of-fortune-cookies

If the RSW/US 2016 Agency New Business Survey Report was a fortune cookie, it would foretell of an industry increasing in complexity, yet full of opportunity.   The RSW/US Agency New Business Survey is one we field every two years that examines the state of…well…Agency New Business Development. The 2016 Survey was the fourth in…
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Why Aren’t You Using The Phone For Agency New Business?

why-arent-you-using-the-phone-for-agency-new-business

You should check out John Barrow’s “Filling The Funnel” blog if you’re not familiar. He gives good, practical sales advice in a straightforward style-well worth a read. Specifically, his post, Pick Up The Phone, resonated with me.  The phone gets short shrift these days as a sales tool and that’s a mistake. When agency principals…
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An Update To Agencies As The Cobbler’s Children Of New Business

an-update-to-agencies-as-the-cobblers-children-of-new-business

Probably the most-used description we hear for agencies and their new business process (or lack of one) is the story of the cobbler’s children. (If you’re not familiar, read here.) But given that’s a fable from hundreds of years ago, I was struck with inspiration for an update to describe how often agencies ignore the…
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Managing The Social Mania Of Social Media

rsw-blogpost-nk-socialmania

In my previous two posts, I’ve shared insights from the 2016 Content Marketing Conference that anchored on: The news that many brands are already developing their own content-centered marketing strategies The fact that the old feature-based model has relinquished its primacy to the social media feed. This brings up the question of which social channels…
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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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New Business Development “Summer Slump” … Feeling lonely as a Mars Rover?

michael scott stumped

How has new business development prospecting been going this month? Are you on a brisk-as-a-crisp-fall-day kind of pace?   Or does it feel a little lonely out there? Are you bringing in new clients faster than rabbits seem to multiply in the spring?   Or does it seem like no one’s home? Honestly, is there REALLY a…
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Your New Business Proposal: Feel Like All Your Shots Are Blocked? (Part II)

soccer shot blocked

Two weeks ago we presented Part I of a two-part series about why a good new business proposal may be rejected. The post was based on the Harvard Business Review article, 5 Reasons Good Deals Get Rejected. In Part I, we addressed the first three possible reasons why even a terrific new business proposal maybe declined: You…
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Your New Business Proposal: Feel Like All Your Shots Are Blocked? (Part I)

Terrence Cody blocks a field goal as time expires to secure Alabama's 12-10 victory over Tennessee last season. It was Cody's second blocked kick of the fourth quarter.
CW | John Michael Simpson

As if rejection isn’t bad enough, this is the first of a two-part series on the topic. This Harvard Business Review article, 5 Reasons Good Deals Get Rejected, refers to situations outside the realm of the agency new business proposal specifically, but the reasons DO apply. The article does a great job describing the “why”…
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Getting Past Gatekeepers – Stark Statistics for New Sales People

keep-calm-and-cha-ching-2

  First, the technicality: it was a bridge keeper that Sir Lancelot faced in Monty Python and the Holy Grail. Yet, this is a scene that has come to mind more than once over my career as I’ve worked on getting past gatekeepers. Granted I never met any who required me to provide the correct answer…
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There Will Never Be A Perfect CRM For Agency New Business-So Stop Waiting For It

There Will Never Be A Perfect CRM For Agency New Business-So Stop Waiting For It

I had the privilege of moderating a panel at the Mirren 2016 New Business Conference in NYC titled New Business Tools & Productivity Hacks, with Matt Chollett from AgencySquared, Ryan Barry from ZappiStore and Dave Currie from Winmo. The structure of the panel came from our report, RSW/US-Mirren Agency New Business Tools-2016 and we focused…
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