Proactive Prospecting + Inbound Marketing = New Business Success


Last year, we asked Peter Caputa, VP of Sales at HubSpot, if he might provide some perspective around what was then, our most recent survey, The RSW/US-Mirren 2014 New Business Tools Report, and Peter was kind of enough to pen a guest post for us. Peter’s post corresponds to one of the chapters in our…
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Closing Agency New Business: Easier than Finding a Pot of Gold


Two recent posts have addressed the importance of managing the introductory meeting process with new prospective clients, from pre-meeting planning and strategy, to managing the meeting itself. Following the meeting, the work is likely to continue. In Our “Check the Boxes – Getting to Close” webinar  (or slides) for agency new business, we related that…
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Agency New Business-Don’t Send This Email

Agency New Business-Don't Send This Email-2

I enjoy getting sales emails, I often hold onto them. I learn a lot from them, sometimes helpful, sometimes cringe worthy. I got one this morning and, in the spirit of agency new business improvement, want to share it with you and break down some issues. In terms of agency new business and your prospecting…
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Agency New Business-Speak The Marketer’s Language Or Be Ignored

new business

Agency principals often say they’re considering our new business services because they a) don’t have time to follow a consistent process or b) once they’re in the pitch, they’re in good shape, but it’s getting there that confounds them (and they don’t have time as well). CMO tenure, and the revolving door nature of the…
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First Agency New Business Meeting — Be ALL Ears!

be all ears

So, you’ve scheduled that new business meeting.  This is Part II in the series on “Now The Work Begins!” Our recent post on fully preparing for that agency new business meeting your team worked so hard to schedule offered steps to take in advance, showing your prospect how interested and familiar you are with their business…
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Inbound For Agency New Business-Build It. . . And They Will Not Come


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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Do Your Values Inform Your Agency Culture?


Culture in an ad agency is unique to the place and the personalities of the people running the shop. There is the outward agency persona, and then there is the inward “true” cultural persona of the agency that we all work within. Agencies are a business and the established distinctive culture of the place is…
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Agency Search & Rescue – “Top 10 List” from the Front Line


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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