Future-Proofing Your Agency Video: Be The Horse

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A survey that we run annually with Marketers establishes benchmarks on how their current agency is performing. One of the questions asks them to rate how reliable their agency is in consistently doing an excellent job on a 10-point scale. This goes beyond creative, media planning and buying; it includes the agency’s ability to discern…
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Future-Proof Your Agency: Be like a Horse

Horse

A survey that we run continuously with Marketers individually establishes benchmarks on how their current agency is performing. One of the questions asks Marketers to rate how reliable their agency is in consistently doing an excellent job on a 10-point scale. This goes beyond creative, media planning and buying; it includes the agency’s ability to…
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Agency of the Future – Infographic and Video Series

Agency of the Future

RSW/US Surveys Paint the Picture of the Agency of the Future.   It’s a jungle out there – so we’ve put together an infographic and video series on the 8 animal traits your agency needs to survive the future. In this first video, we introduce the series and chart the course for the fun and informative videos…
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Agency New Business And The Demise of Voicemail-What to Do About It

Agency New Business And The Demise of Voicemail-What to Do About It

When corporate powerhouses like Coca Cola and JP Morgan Chase eliminate employee voicemail services, it may seem that the job of agency new business development just got harder. Hold the phone though! It’s an opportunity to leverage live conversations, as well as other prospecting resources.

New Business Meeting Readiness: How to Plan the Relationship?

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  “When we are planning for a conversation or meeting, typically we think about the task and objectives.  But how much time do we plan the relationship?…how can we connect at a deeper level…?”   These lines jumped out at me as I recently read excerpts of an interview conducted by the Center for Creative…
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Agency New Business Prospect Volume-What’s The Magic Formula?

Agency New Business Prospect Volume-What’s The Magic Formula

I was on a call with a few agency principals and the subject of prospect/list volume came up. They were in the position of having an abundance of work with one (large) client, a very smart, talented mid-size agency, and wanted to be selective about what they went after. I mean, really selective, like potentially…
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RSW/US Agency of the Future Webinar

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We are in an unusual position at RSW/US. Not only do we glean great insights from the surveys we run among marketers and agencies, but we also pick up great perspective from marketers when we talk with them on the RSW/AgencySearch side of our business. We learn about their pains, what they’re looking for in…
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Marketers: Need for New Ideas is Key Reason for Agency Reviews

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The Lexus Hoverboard: this is a product concept that grabs the imagination doesn’t it? From the Jetsons to Back to the Future, the concept may not be new, but Lexus has a prototype. Forbes quoted Lexus EVP, Mark Templin reflecting on the culture that underlies this commitment to innovate: “At Lexus, we constantly challenge ourselves…
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The Agency New Business Component You Can’t Gloss Over

The Agency New Business Component You Can't Gloss Over

Geoffrey James of Inc. wrote a post on sales development, 6 Steps for Developing Sales Opportunities and he makes a good initial point (with a caveat I’ll add below): Salespeople similarly expend a huge amount of thought and energy on closing deals that turn those sales leads into real, live paying customers. Ironically, the beginning…
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Phone-o-phobia: Fear of Rejection in Agency New Business

Fear of the phone

“NO” stings. A recent Wall Street Journal post offering a CEO’s recommendations for dealing with rejection brought my thoughts to remarks people make when they hear about my work. “Oh!” they say.  “Where do you get the courage to pick up the phone and call people you’ve never met before and try to sell them…
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