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 […]

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 […]

Your average CMO or VP of Marketing gets a lot of contact from agencies wanting to work with them. If you asked one of those CMOs or VPs of Marketing to name one of those agencies, 9 times out of 10 they couldn’t do it. Because in their eyes, your agency is a commodity. In […]

How did you acquire your latest client? For a good majority of small- and mid-size agencies, getting on the search consultancy radar is tough; however, findings from the latest RSW/US new business report show that 78% of marketers surveyed managed searches on their own. That’s good news for agencies, but it means you have to […]

Some interesting words from Nissan’s marketing chief, Roel de Vries in an article from The Drum, (Why is it my job to herd all these cats’? Nissan marketing chief Roel de Vries on agency relationships) where he points to “a lack of integration within agencies as the main factor for brands failing to achieve a […]

persistence

After the first meeting with a new prospect, what do you do? This is a question born out of our recent RSW/US Agency – Marketer Business Report in which 53% of marketers related that agencies are not sufficiently aggressive following up after a meeting. Getting a meeting with a new prospect can be an adrenaline-charged […]

In this video interview, RSW/US Owner and President Mark Sneider taps into his 25 years of experience working with agencies and marketers—and working in agencies and as a marketer—to discuss why marketer-agency relationships fail. He shares survey data gathered from our most recent new business survey report to explain what marketers (and agencies) can do […]

The search for an effective new business director is one tough position to fill at marketing services firms. (No Sh*t Lee.) Yes, it’s hard because finding an individual who can sell agency services well is simply a difficult task. (It’s also hard to keep them: What’s the Most Dangerous Job at an Agency?) But what […]

Check out this awesome presentation (How Agencies Are Selling & What Clients Are Looking For) by Tom Hudson and Megan Coffey at Springbox in Austin, TX! It’s based on our latest report, the 2014 RSW/US Agency-Marketer New Business Report. A little bit about Springbox: Springbox takes the guesswork out of digital. Our proprietary DataLayer process extracts quantifiable […]