Have I Got a Project for You!

stamping project for kids

To project or not to project? That is the question. Turn the clock back to 2005 when I started RSW/US and agencies could be much more discriminating. They didn’t have to accept project work, they could be more selective relative to their client base, and if you were a big networked agency, you could dismiss…
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Blair Enns of Win Without Pitching: The Only New Business Indicator That Matters

Blair Enns 16x9 (2)

Our 2016 Thought Leader Survey presented questions from six industry Thought Leaders about current developments and trends in the industry.  Each panelist also offered a piece of agency new business advice. Blair Enns, founder of Win Without Pitching is one of the Thought Leader panelists.   Win Without Pitching is a sales and marketing training…
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New Year Outlook Survey: A Flip-Flop in Agency-Marketer Forecasts

flip_flop

A distinct flip-flop in Agency-Marketer forecasts appeared in the New Year Outlook Survey we recently completed. Since 2011, in each annual RSW/US New Year Outlook Survey, we have asked these two questions: Of Marketers: Thinking about the year ahead, how do you anticipate your marketing spending (across the board) will change, if at all (in comparison…
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Agency New Business Efforts Stalled? Let’s Talk.

Agency New Business Efforts Stalled Let’s Talk

It’s inevitable-in sales you have peaks and valleys, it’s not for the weak of will. The successful salesperson knows what to do to get out of the valley, but I hear of and see people that are responsible for driving agency new business who wallow in that valley. Why? Two reasons. 1) You’re waiting  For…
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RSW/US 2016 New Year Outlook Survey Report

NYO cover for web

  It has become a rite of January:  The RSW/US New Year Outlook Survey Report. Over the years, the surveys have explored viewpoints from both Marketers and Agencies on emerging industry trends that range from new emerging media to spending expectations to the impact of organizational change and much more. The RSW/US 2016 New Year…
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The 5 Legal Mistakes You’re Making in Agency New Business – and How to Fix Them

The 5 Legal Mistakes You’re Making in Agency New Business – and How to Fix Them

It’s my privilege to introduce a guest post from Sharon Toerek, a Principal of Toerek Law, a firm that focuses on counseling ad, marketing and creative agencies on their industry-specific legal issues.  Legal basics and nuances within the agency/marketing services firm landscape aren’t addressed often enough, and so I was thrilled when Sharon agreed to…
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Is Agency Positioning Relative?

Planets and pyramids

  In physics perhaps, position is relative. In the agency new business world, however, a “relative position” could place you off the chart. Of the many intriguing insights exposed through our 2016 Thought Leader Survey, one is: Although the six participating Thought Leader panelists posed questions across a range of topics, the importance of strong, differentiated…
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WHO You Know?… WHAT You Know?

rainingcatsanddogs

Marketers must feel like they live under a waterfall with the steady volume of agency new business contacts they receive each week.  We DO talk with a lot of them every day, and a common refrain we hear is some variation of: “Do you know how many (fill in the blank: calls, emails, letters, etc.)…
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2016 RSW/US Agency New Business Thought Leader Survey Report

2016 RSWUS Agency New Business Thought Leader Survey Report

We’re excited to release our second annual Agency New Business Thought Leader Survey Report this week. You can download it here: 2016 RSW/US Agency New Business Thought Leader Survey Report. Because we typically generate questions for our quarterly surveys, we thought it would be insightful to get perspective from some of the industry’s leading agency new…
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