4 New Business Development Techniques That Will Never Work

4 New Business Development Techniques That Will Never Work

Newsflash: selling is tough and agency new business can be even tougher. Our new business directors operate on principles of polite persistence, consistency and reaching out with value. We strive to avoid overly aggressive reach-outs, generic messaging and the crappy tricks we see some salespeople use. And speaking of those crappy tricks, here are a…
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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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Haunting. A Horror Story in New Business Development

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As we were developing the Ups and Downs of Agency New Business infographic, a colleague here at RSW/US who is a New Business Director, shared a “down” that relates closely to “Level 4” of the infographic: Manage the Meeting. This experience happened about five years ago, but was so painful, the memory still haunts. The…
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Marketing Evolution…or Revolution? Burning Questions for New Business Development

pushme pullyou

Advertising and marketing industry changes bear fresh opportunities for new business development; they also bring fresh challenges! The pace of industry change exceeds “evolution”.  Considering only  the explosive growth in marketing technology – and budgets associated with it – “revolution” could be a more accurate description. A recent MarketingCharts post gives us a peek at what Marketers…
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Your New Business Proposal: Feel Like All Your Shots Are Blocked? (Part II)

soccer shot blocked

Two weeks ago we presented Part I of a two-part series about why a good new business proposal may be rejected. The post was based on the Harvard Business Review article, 5 Reasons Good Deals Get Rejected. In Part I, we addressed the first three possible reasons why even a terrific new business proposal maybe declined: You…
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Ad Agency New Business-Are You Getting A Little Too Comfortable?

Ad Agency New Business Are You Getting A Little Too Comfortable

Agencies tend to push an active new business strategy to the side until something wakes them up.  That “something” generally tends not to be good. Then there are those agencies who get it, and they find a way to keep new business active, and while that’s to be commended, even these agencies tend to overlook…
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Does Content Marketing Deserve (a) Promotion for New Business Development?

eye testing lenses

ANA recently posted this brief video featuring Robert Rose, chief strategist at the Content Marketing Institute, suggesting that organizations can drive more value out of content marketing by looking at it as a business strategy instead rather than a tactic. In this brief video, Rose stresses that content marketing should not be viewed as a…
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4 Social Stats You Need To Know To Improve New Business

4 Social Stats You Need To Know To Improve New Business

We released our latest report with Mirren on the tools your peers use to succeed in new business several weeks ago and by now, probably beaten it to death. But wait, there’s more! In all seriousness, here are 4 new/recent social stats that you need to know to improve new business: B2B is catching up…
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Getting Past Gatekeepers – Stark Statistics for New Sales People

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  First, the technicality: it was a bridge keeper that Sir Lancelot faced in Monty Python and the Holy Grail. Yet, this is a scene that has come to mind more than once over my career as I’ve worked on getting past gatekeepers. Granted I never met any who required me to provide the correct answer…
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If You Don’t Have The New Business Chromosome, You Never Will

If You Don’t Have The New Business Chromosome, You Never Will

And that’s OK. We’ve had agency principals tell us straight up: “I didn’t start this agency to be a salesperson-that’s why I’m hiring you guys.” And no, this post will not turn into an RSW commercial, but I’m speaking to you, agency principals-if you don’t have that new business chromosome, don’t run the new business…
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