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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Social Media Tools for Agency New Business: Engagement?

plateau

Social Media Tools for Agency New Business: At a Plateau? Four years into the RSW/US-Mirren Agency New Business Tools Survey, use of social media tools, as a category has plateaued with category usage at a strong 93%. Among the “Big 3” – LinkedIn, Facebook, and Twitter, agencies report: Almost universal use of LinkedIn, with 99%…
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There Will Never Be A Perfect CRM For Agency New Business-So Stop Waiting For It

There Will Never Be A Perfect CRM For Agency New Business-So Stop Waiting For It

I had the privilege of moderating a panel at the Mirren 2016 New Business Conference in NYC titled New Business Tools & Productivity Hacks, with Matt Chollett from AgencySquared, Ryan Barry from ZappiStore and Dave Currie from Winmo. The structure of the panel came from our report, RSW/US-Mirren Agency New Business Tools-2016 and we focused…
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Agency New Business Training – Apples to Apples? Or, Lattes to Lattes?

wizard behind the curtain

A Huffington Post article a while back heralded Starbuck’s commitment to employee development and training. Referenced in it is an HR Magazine report citing that companies investing $1,500 or more yearly per employee on training average profit margins 24% higher than companies with lower training investments. In the world of agency new business training, drawing…
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Is the Agency New Business Garden Planted for a Good Harvest?

garden dollar bills 2

  Seasonal habits die hard.  It just feels like agency new business planning should be in the air! Years ago, as a Consumer Marketing Manager for top household cleaning products, spring brought flowers, birds returning from winter homes, and the hatching of the business planning process for the upcoming calendar year. It’s highly likely that the…
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