The Cards You are Holding – A Winning Hand?

the-gambler

To some degree, agency new business success rests in the cards you are holding. Mostly, it’s about how you play them. Right — just like Kenny Rodgers crooned, “Every hand’s a winner and every hand’s a loser.” As we contemplated the new business development experience we’ve amassed over 11 years at RSW/US and industry insights…
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RSW/US New Business Development Insta-Tips! WHAT?!

instagram-logo

That’s correct, Insta-tips. RSW/US now has an Instagram presence, and we’re launching it by including new business development tips that you can read in, what else but, an instant! Why Instagram for new business development? The B2B Social Media Engagement Rates chart published earlier this year by MarketingCharts was very insightful. As shown below, it…
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UNSUBSCRIBE from this MYTH!!

slump cat

The theory of the summer slump is a myth.  A fairy tale. We called this out in a post a few weeks ago, New Business Development “Summer Slump” … Feeling lonely as a Mars Rover?. That post argues that the summer slump is something we create by buying into the notion it has basis in…
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Avoid Grave Missteps in New Business Development

grave

With the release of the new RSW/US infographic, Ups and Downs of Agency New Business, last week’s post told the story of a down: a “horror story” about a new business development prospect opportunity that went from hot to cold, seemingly at the click of the “Send” icon. Thinking they were being efficient, the agency sent…
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Your New Business Proposal: Feel Like All Your Shots Are Blocked? (Part I)

Terrence Cody blocks a field goal as time expires to secure Alabama's 12-10 victory over Tennessee last season. It was Cody's second blocked kick of the fourth quarter.
CW | John Michael Simpson

As if rejection isn’t bad enough, this is the first of a two-part series on the topic. This Harvard Business Review article, 5 Reasons Good Deals Get Rejected, refers to situations outside the realm of the agency new business proposal specifically, but the reasons DO apply. The article does a great job describing the “why”…
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Social Media Tools for Agency New Business: Engagement?

plateau

Social Media Tools for Agency New Business: At a Plateau? Four years into the RSW/US-Mirren Agency New Business Tools Survey, use of social media tools, as a category has plateaued with category usage at a strong 93%. Among the “Big 3” – LinkedIn, Facebook, and Twitter, agencies report: Almost universal use of LinkedIn, with 99%…
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Don’t Fall Down the Agency New Business Rabbit Hole Without a Plan

Alice 2-11-25-11

If you don’t know where you are going, any road will take you there – Lewis Carroll Developing an agency new business plan can seem an overwhelming task. Like the quote above, it really doesn’t matter which way you go, if you don’t know where you want to go. So where do you want to take…
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Wrapping up the New Business Meeting – Ideas from Harvard Business Review

Hopscotch-Crosswalk

Harvard Business Review recently published this article: Don’t End a Meeting Without Doing These Three Things. These “three things” at the bullet-point level are: Confirm key decisions and next steps Develop communication points Gather session feedback Considering this article through the lens of agency new business, each recommendation is relevant.  Still the context needs to…
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Make Hay While the Sun Shines –Bigger Budgets and Agency New Business

Barefoot businessman striking surfing pose on hay bale

In his timeless book, 7 Habits of Highly Effective People, Stephen Covey identifies the first habit as “Be Proactive”.   Always true in agency new business, it’s particularly important to remember when times are comparatively good: to be ultra-proactive – to make hay while the sun shines. In this recently posted video, RSW/US Owner and President,…
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