You’d Love To Meet Your Prospects, They Get It-Now Stop Saying It

You’d Love To Meet Your Prospects, They Get It-Now Stop Saying It

In a recent client kickoff with an agency client, one of the principals said, “You know I get so many sales calls and emails and in the majority of them, they end with “we’d love to set some time to meet, we’d love to introduce ourselves, we’d love to. . . .something.” She went on to…
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Have I Got a Project for You!

stamping project for kids

To project or not to project? That is the question. Turn the clock back to 2005 when I started RSW/US and agencies could be much more discriminating. They didn’t have to accept project work, they could be more selective relative to their client base, and if you were a big networked agency, you could dismiss…
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Blair Enns of Win Without Pitching: The Only New Business Indicator That Matters

Blair Enns 16x9 (2)

Our 2016 Thought Leader Survey presented questions from six industry Thought Leaders about current developments and trends in the industry.  Each panelist also offered a piece of agency new business advice. Blair Enns, founder of Win Without Pitching is one of the Thought Leader panelists.   Win Without Pitching is a sales and marketing training…
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The 5 Legal Mistakes You’re Making in Agency New Business – and How to Fix Them

The 5 Legal Mistakes You’re Making in Agency New Business – and How to Fix Them

It’s my privilege to introduce a guest post from Sharon Toerek, a Principal of Toerek Law, a firm that focuses on counseling ad, marketing and creative agencies on their industry-specific legal issues.  Legal basics and nuances within the agency/marketing services firm landscape aren’t addressed often enough, and so I was thrilled when Sharon agreed to…
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WHO You Know?… WHAT You Know?

rainingcatsanddogs

Marketers must feel like they live under a waterfall with the steady volume of agency new business contacts they receive each week.  We DO talk with a lot of them every day, and a common refrain we hear is some variation of: “Do you know how many (fill in the blank: calls, emails, letters, etc.)…
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2016 RSW/US Agency New Business Thought Leader Survey Report

2016 RSWUS Agency New Business Thought Leader Survey Report

We’re excited to release our second annual Agency New Business Thought Leader Survey Report this week. You can download it here: 2016 RSW/US Agency New Business Thought Leader Survey Report. Because we typically generate questions for our quarterly surveys, we thought it would be insightful to get perspective from some of the industry’s leading agency new…
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5 Ways To Take The Pain Out Of Agency New Business

BrianShea-20151103(1)

It’s my pleasure to introduce a guest post by Brian Shea, founder of Shea Consulting.  Brian helps agencies improve their new business efforts through CRM, sales process improvement, and marketing automation. He’s been working with organizations to build their business development practices since the early 2000’s. While I was aware of his work with agencies,…
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Agency New Business-Is Procurement On The Way Out?

Agency New Business-Is Procurement On The Way Out

PepsiCo has it right and has given its marketing people and the agencies involved with the account an early Christmas present. Ad Age reported in an article recently they’re eliminating procurement’s involvement in making decisions as it relates to marketing and agencies.  Amen!  Hallelujah! I’m all for procurement. I think it serves a noble purpose…when buying…
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Why Agencies Are Hired & Fired-Buckle Up

Why Agencies Are Hired & Fired-Buckle Up

The Agency Management Institute and Audience Audit recently released a new study, Hiring and Firing Insights 2015 and you should definitely check it out. They surveyed over 500 marketing decision-makers to “better understand the circumstances and motivations behind the hiring and firing of advertising and marketing agencies.” Download it here at no cost. A few…
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Analysis says:  Be Relentless for Agency New Business

dog-digging-sand

And Persistent.      Okay.  I said it.  AGAIN. We do talk about polite persistence a lot at RSW/US.  Actually, we do more than TALK about it, we practice it.   But if you’re a bit weary of us talking about being “politely persistent” in pursuit of new business prospects for clients, we could call…
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