WHO You Know?… WHAT You Know?

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

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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5 Ways To Take The Pain Out Of Agency New Business

It’s my pleasure to introduce a guest post by Brian Shea, founder of Shea Consulting.  Brian helps agencies improve their new business efforts through CRM, sales process improvement, and marketing automation. He’s been working with organizations to build their business development practices since the early 2000’s. While I was aware of his work with agencies,…
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Agency New Business-Is Procurement On The Way Out?

PepsiCo has it right and has given its marketing people and the agencies involved with the account an early Christmas present. Ad Age reported in an article recently they’re eliminating procurement’s involvement in making decisions as it relates to marketing and agencies.  Amen!  Hallelujah! I’m all for procurement. I think it serves a noble purpose…when buying…
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Why Agencies Are Hired & Fired-Buckle Up

The Agency Management Institute and Audience Audit recently released a new study, Hiring and Firing Insights 2015 and you should definitely check it out. They surveyed over 500 marketing decision-makers to “better understand the circumstances and motivations behind the hiring and firing of advertising and marketing agencies.” Download it here at no cost. A few…
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Analysis says:  Be Relentless for Agency New Business

And Persistent.      Okay.  I said it.  AGAIN. We do talk about polite persistence a lot at RSW/US.  Actually, we do more than TALK about it, we practice it.   But if you’re a bit weary of us talking about being “politely persistent” in pursuit of new business prospects for clients, we could call…
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Putting Social Media to Work for Agency New Business Development

A recent article from eMarketer shows that 74% of B2B sales people who exceeded their sales quotas in 2014 are highly effective in using social media. Curiously, results of our own New Business Tools Survey show that although agencies report Social Media being the #1 tool they use for new business development, more than half…
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A 10 Year Anniversary Reflection: Three Words of Wisdom I Live By

There are three words of wisdom I live by and have impressed upon our team since the start of the business 10 years ago (11/11/2005). Add value Continuously re-invent Stay true to your core Actually there’s a fourth, fifth, sixth, and seventh that are more important than any of these three: Be nice, respectful, thankful,…
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Agency New Business Via Bill Burr-Get To The Point

I’ve been on a jag lately in regards to clarity and conciseness in your new business messaging. (Well, not just lately, actually constantly.) Any time I write an email, a letter-whatever vehicle I may be using to prospect-I always ask myself, “How can I make this shorter, more concise and more relevant to the prospect?”…
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Lamb’s Lettuce, Meet Gray Wolf: What’s New for Brand Ambassadors?

Several years ago, I was a Regional Sales Director for a small company that grew and packaged specialty lettuces and greens. At the core of the product line was a lovely salad-like green known as “mâche” or lamb’s lettuce.  Mâche is very much a niche item, and the company’s marketing budget was tiny. The Marketing…
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