We were a sponsor at the Mirren Business Development conference this week-a great ad agency new business conference this year, as in past years. I particularly enjoyed Barkley EVP Jeff Fromm’s (@JeffFromm) presentation, discussing how he realigned Barkley’s new business strategy after losing a major client a few years ago. I’m not doing his presentation justice, but he had several insights, one [...]
Ad Age’s Agency Issue came out recently with an interesting piece about Agency Client Relationships called “The Best Agency-Client Marriages.” Retention is that sacred cow for agencies and I don’t have to tell any of you reading, a lot can get in the way of that relationship from both the agency and client side. The article [...]
Ah, how nice to bask in sweet success! This New Business Director just finished scheduling a meeting for a client at the National Hardware Show in Las Vegas next week (5/7 through 5/9/13). Did I say Sweet Success?!? Yes, as I look at my records of the reach out to this particular prospect there are [...]
Tony Mikes of Second Wind, a firm dedicated to helping give smaller agencies the power they need to compete in the 21st Century, kindly agreed to offer his perspective on one of the key agency new business discussion points coming out of our latest survey: How do Marketers decide what agency to work with? It [...]
In a recent conversation with an agency principal on ad agency new business, he said they’d gotten to the point in the last several months where they’re saying no to business more often than yes-an obviously ideal position to be in. How close is your agency to being in that place? I hope you’re there [...]
In an internal RSW/US sales meeting a few weeks ago we were talking social media and agency new business, and one of our salespeople mentioned Twitter becoming the new voice mail. Interestingly, a recent NPR conversation (Social Media Advice: Are Voicemails Verboten Or Not?) with Baratunde Thurston, former digital director at The Onion, spoke to [...]
We’re talking briefly about the results from our latest agency new business survey, and specifically on a series of questions from the team at Adweek, exploring What Ad Agency criteria matters most to marketers when reviewing agencies. Transcript: Marketers: Ad Agency Ranking Criteria Lee McKnight, Director of Business Development for RSW/US, a full service, [...]
When talking content marketing, a new agency client can instantly win me over with just two little words: Editorial calendar. Obviously, there are practical reasons. As I plan out content production schedules for these agencies’ value-added email campaigns, it helps to know now what content will be ready for me in three months. So yes, I’ve been [...]
When I was approached to write a post for the “ANB” Blog, I knew I would focus on the topic of agency new business list building and cleaning. That is, after all, what I do. I started thinking about what angle I would take and it suddenly occurred to me: beer. Don’t worry, my logic [...]
We’re focusing today on agency specialization-a hot topic and an important one. Video Transcript: I’m Lee McKnight, Director of Business Development for RSW/US, we’re a new business We are a full service, outsourced business development group that works solely with Agencies win new business by finding qualified leads, setting meetings on our agency clients’ behalf, [...]
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