Your New Business Proposal: Feel Like All Your Shots Are Blocked? (Part I)

Terrence Cody blocks a field goal as time expires to secure Alabama's 12-10 victory over Tennessee last season. It was Cody's second blocked kick of the fourth quarter.
CW | John Michael Simpson

As if rejection isn’t bad enough, this is the first of a two-part series on the topic. This Harvard Business Review article, 5 Reasons Good Deals Get Rejected, refers to situations outside the realm of the agency new business proposal specifically, but the reasons DO apply. The article does a great job describing the “why”…
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2016 RSW/US Agency New Business Tools & Technology Webinar

2016 RSWUS Agency New Business Tools & Technology Webinar

2016 marks the fourth year that Mirren and RSW/US have collaborated on the New Business Tools Survey and Report and below is a companion to our report, a webinar based on our findings, coupled with some more recent stats that put several of the most prominent tools into different perspective. You’ll also hear: -The most…
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Mainstay Agency New Business Tools: Taken as a Given or for Granted?

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In our upcoming webinar on June 23, we will go into detail about the results of the Mirren-RSW/US 2016 Agency New Business Tools Survey. And while upcoming posts will also look more deeply into the results of the survey, it seems important to call out several important tools that respondents did not mention.  They are…
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The Cata-LIST for Agency New Business?

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Of the eleven categories new business tools rated by 200 agency executives nationwide in the Mirren – RSW/US 2016 New Business Tools Report, only one exhibited growth over 2015: Prospect Contact/List Building Software.     Seeing growth in this category is both encouraging and puzzling. It’s encouraging, as it suggests agencies are increasingly cognizant of…
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Is the Agency New Business Garden Planted for a Good Harvest?

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  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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If Agency New Business was an Onion…

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…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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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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Agencies: Have you Checked Your Client Alignment Recently?

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The quality of alignment between Agencies and their clients is a theme that resonates through the RSW/US 2016 New Year Outlook Survey. Based on “troubling trends” that respondents from both the agency and marketing side of the industry offered, the quality of their alignment seems to be suffering. Just one example of this appears in…
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Michael Gass of Fuel Lines: Fish Away from the Boat

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Our 2016 Thought Leader Survey presented questions from six industry Thought Leaders about current developments and trends in the industry. Although each panelist presented different questions for the survey, a common thread across many of them centered on the need for an agency to have a strongly differentiated positioning. In addition to the survey questions,…
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