Inbound For Agency New Business-Build It. . . And They Will Not Come

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Too many marketing services firms treat their inbound strategy for new business like Kevin Costner in the movie Field of Dreams: “build it and they will come,” but it won’t work that way. In this brief video, Lee McKnight, Director of Business Development for RSW/US, describes four key big-picture components of an effective inbound strategy…
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Your Agency Culture And When An Employee Doesn’t Embrace It

When An Agency Employee Doesn’t Embrace Your Culture

(This is part 2 of Ed Burgoyne’s post Do Your Values Inform Your Agency Culture?) When you are busy and stressed, I know it requires an extra effort to be in the moment and focus on being the leader the organization needs, and the leader you would like to be. This is why it helps…
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Agency Search & Rescue – “Top 10 List” from the Front Line

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It’s been five years since we started RSW/AgencySearch and we’ve amassed our own “Top 10 List” of tips from the front line of pitching, RFI responding, and general review “etiquette” that can help agencies better their chances of winning when in a review. Here we go: #10 – Don’t overstate your experience.  Because you’ll be…
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If Agency New Business was a Rabbit Hunt, how many rabbits would you chase?

netting rabbits

  Our recent webinar, Frustration Breeds Opportunity – Tensions between Agencies and Marketers, describes dynamics that increase the challenges for new business development. Just a couple among them are: 1. Marketers tend to be consolidating agencies 2. A majority of agencies express intent to be increasingly aggressive in new business activity. 2015 is almost a…
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They’re Consolidating…Are You?

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Agency consolidation is on the rise…and I’m not talking the acquisition type of consolidation. Marketers are consolidating the number of agencies they are using…and expect that trend to continue. In our recently released 2015 New Year Outlook Report, we asked the question: “How many marketing agencies (not including independent contractors/individuals) do you have supporting your…
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Agencies-You’re Misleading Your Prospects-They Are Not Pleased

Agencies-You’re Misleading Your Prospects-They Are Not Pleased

We asked Marketers an open-ended question in our recent 2015 New Year Outlook Report, “what is the most troubling trend you’re seeing among Agencies today?” They didn’t hold back, and right or wrong, the comments were eye-opening. One of the Marketer trends we’re seeing is a move back towards agency consolidation and from a new…
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Building Client Loyalty – does your Agency have a Retention Strategy?

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  If it feels like the industry is becoming more competitive — it’s not just you. In the RSW/US 2015 New Year Outlook Survey, 79% of agencies responding indicated seeing the industry as more competitive than it was three-four years ago. And, this is a considerable increase from 2013, when 68% of responders observed increasing…
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