If our Agency New Business Survey Report was a Fortune Cookie…

bowl-of-fortune-cookies

If the RSW/US 2016 Agency New Business Survey Report was a fortune cookie, it would foretell of an industry increasing in complexity, yet full of opportunity.   The RSW/US Agency New Business Survey is one we field every two years that examines the state of…well…Agency New Business Development. The 2016 Survey was the fourth in…
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Agencies and Marketers Agree: Google+ is Boring

blog-zen

We’ve just released the 2016 RSW/US Agency New Business Survey Report.   This is a survey we conduct every two years; 2016 presents our fourth report in the survey series. The primary objective of the Agency New Business Survey is hearing from agencies about the new business environment, and how industry changes have been affecting the…
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Could a Robot Be Your Next Intern?

man-and-machine-feature

If a robot COULD take on some of your tasks as your next intern, think of the time you could free up for new business development! When it comes to Artificial intelligence I find there are two schools of thought. The first, a hostile takeover in which machines threaten our everyday way of life, and the…
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Why Aren’t You Using The Phone For Agency New Business?

why-arent-you-using-the-phone-for-agency-new-business

You should check out John Barrow’s “Filling The Funnel” blog if you’re not familiar. He gives good, practical sales advice in a straightforward style-well worth a read. Specifically, his post, Pick Up The Phone, resonated with me.  The phone gets short shrift these days as a sales tool and that’s a mistake. When agency principals…
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Ever Feel Lost in the Agency New Business Shuffle?

oct-shuffle

We’re several weeks into the RSW/US “Winning Hands” promotion on Instagram.  Every week we’ve “dealt” five cards on Instagram, and every hand’s a winner that can keep your firm out of the agency new business shuffle. This week  a couple of the cards dealt presented a pair of tips that are very much related: This…
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66% Of Agencies Don’t Have A New Business Plan

66-of-agencies-dont-have-a-new-business-plan

That’s a stat from the recent deck of new business playing cards we released. It’s not a surprising stat from my perspective, it’s the world I live in (agency new business, that is) but on its face, it really is crazy that almost 70% of agencies have no plan for new business, having said that,…
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Release Your Inner Curator: it’s good for business development (Part I)

contentcuration_king

  If you read our recent post, “Is your blogging bad? Maybe you should try content curation…,” you may be starting to feel your inner curator stirring.  The post introduced the idea of content curation for new business development. Over the next three weeks, we’ll show the steps you can take to gear up a…
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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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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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