Holding Company Problems (They Have To Restructure)-Use Them To your Advantage

Holding Company Problems (They Have To Restructure)-Use Them To your Advantage-2

Per Adweek, Publicis Groupe CEO and chairman Maurice Lévy spoke at the 4A’s Transformation conference and said, amongst other things: “I am convinced that existing ways of agencies and particularly holding companies have to come to an end,” Lévy said. “We must invent new strategies and new ways of doing business.” And Adweek further explained: in…
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Peter Caputa IV of HubSpot: Differentiate and Articulate – Emphatically

Peter Caputa

The importance of differentiated agency positioning comes through from yet another of the 2016 RSW/US Thought Leader Survey panelists, Peter Caputa IV. Peter is a Vice President of Sales at HubSpot, where he oversaw HubSpot’s global agency partner program from inception in 2009 to 40% of HubSpot’s new business and 2900 agency partners by the…
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Be an Animal with Analytics

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Back in the day, analytics were something that agencies shied away from. Agencies didn’t like testing their creative work because they loved and lived and died by their creative. And marketers put very little pressure on their agency counterparts to prove out the value of what they were doing. This was even true at the…
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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?

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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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