You’d Love To Meet Your Prospects, They Get It-Now Stop Saying It

In a recent client kickoff with an agency client, one of the principals said, “You know I get so many sales calls and emails and in the majority of them, they end with “we’d love to set some time to meet, we’d love to introduce ourselves, we’d love to. . . .something.” She went on to…
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Have I Got a Project for You!

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

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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Mark O’Brien of Newfangled: No Silver Bullets for Agency New Business

I’m delighted to introduce a guest post from Mark O’Brien, the CEO of Newfangled. Newfangled empowers agencies to generate ideal new business opportunities through creating and nurturing digital marketing systems and habits that have a measurable impact on their bottom line. Mark is the author of “A Website That Works: How Marketing Agencies Can Create…
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Unfiltered Marketer Responses You Should Read-Most Troubling Agency Trends

My favorite part of our annual survey reports are the addendums. We get unvarnished, raw feedback from agencies and marketers that you don’t typically get to read or hear. I highly recommend you take a look at the addendum in our 2016 New Year Outlook Survey Report. It features unedited answers to a question we…
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New Year Outlook Survey: A Flip-Flop in Agency-Marketer Forecasts

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.

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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