Your Agency Clients: The Visionary And Yes, The Desperate

Your Agency Clients The Visionary And Yes, The Desperate

In a recent email exchange with an agency principal, client types came up, and this agency partner wrote: I’ve always said our company has two kinds of clients: The Desperate. Something has gone very wrong and they need a fix and pretty fast. Visionary. They know there is much more to be gained, but aren’t…
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If Agency New Business was an Onion…


…it would be worth peeling back a layer.   A data point that stood out in the RSW/US 2016 New Year Outlook Survey was 34% of Marketers indicating plans to increase spending somewhat or significantly in traditional media.   It was noteworthy for two reasons: This is the first time in recent years that Marketers indicated intention…
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Wrapping up the New Business Meeting – Ideas from Harvard Business Review


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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Agency Pricing & Financials-Finally-The Info You’re Looking For

Agency Pricing & Financials

If there’s one question we get asked by agencies often, it’s around agency pricing. It’s tough to answer, with so many different factors and situations influencing the process. It’s also tough to find that kind of information generally without paying for it or belonging to an association. So the timing was ideal when Jami Oetting…
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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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Moving Agencies Forward Through New Business Acquisition Podcast

Moving Agencies Forward Through New Business Acquisition

We were fortunate to have Drew Mclellan, of the Agency Management Institute, interview our VP of Sales, Lee McKnight Jr. for his podcast series on “Build a better Agency.” You can hear and download Drew’s interview with Lee here: Episode 26: Moving Agencies Forward Through New Business Acquisition, with Lee McKnight Jr.. Some background on the podcast,…
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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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