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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Tim Williams, Ignition Consulting Group: Beware the Confirmation Bias

Tim Williams for survey

  Is your firm practicing the Confirmation Bias? That’s the question Tim Williams, Founder and Managing Director of Ignition Consulting Group, asked himself when considering agency responses to survey questions he provided for the recent RSW/US Thought Leader Survey. Over two-thirds of agencies believe their positioning is unique relative to other firms.   However, when…
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Peter Caputa IV: Inbound For Agency New Business-Practice What You Preach

Peter Caputa

Peter Caputa IV, Vice President of Sales at HubSpot, offers a truth that may hurt: “Most agencies aren’t doing a good job at Inbound; they only have their toes in the water,” comments Peter, as he considers the use of Inbound for agency new business.   Ideally you’ve had the chance to see the 2016…
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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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A Video: Blair Enns, Founder Win Without Pitching – Have a Polarizing Point of View

Blair Enns 16x9 (2)

Our Agency New Business Thought Leader panel just keeps giving! Hopefully, you’ve had the chance to see the 2016 RSW/US Thought Leader Report, and related material.* In addition to providing questions and advice for the survey, each of the six participating Thought Leaders generously shared time for a more in-depth interview around the area of…
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Tim Williams-The Ignition Group: Agency New Business Success is NOT about LOCATION!

Tim Williams for survey

If in Real Estate, it’s all about location, location, location, in Agency New Business, it’s all about Position, Position, Position. The importance of a strong, differentiated agency position is a clear theme of our 2016 Thought Leader Survey Report. Tim Williams, one of our Thought Leader Panelists is the Founder and Managing Director of The…
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