The Agency of the Future Brought Me Back to the Past

Agency of the Future

Had the good fortune to speak at Magnet’s Global meeting in St. Andrews on the topic of “Agency of the Future”. An excellent group of agencies who appear to fully utilize the value of being in a global network. Not only do they seem to get along and enjoy the company of each other, but…
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4A’s Is Most-Used Tool For Agency New Business Research

New Business Research

  From the RSW/US-Mirren 2014 New Business Tools Report, agencies we surveyed chose the 4A’s research services as the most used new business research tool. So for this brief video, we asked Marge Morris, VP, Research Services at 4A’s and Marsha Appel, Senior VP, Research Services this question: “What is the most underutilized functionality of…
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When Agency New Business Goes Bad (only sort of)

Business mixed emotions

I’ve been running the RSW/US business for the past 9 years and while we’ve certainly met with our share of successes, we had a couple of firsts this year that we look at with mixed emotions. We’ve had a lot of clients win a lot of business, but never before have we had a client…
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The Bane of Agency New Business-CMO Musical Chairs

CMO

“The whole CMO musical chairs thing is  finally starting to fade.” A quote from an agency principal I spoke with recently. It came from a discussion point around finding the right person, the decision maker, when prospecting. In our conversation, he discussed the pain they’d experienced in prospecting the wrong contacts, and specifically CMO’s more…
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Agency New Business Is A Never-Ending Treadmill, So Inspire Your Team

treadmill

Agency new business is tough. This statement is a surprise to no one. But agency principals often forget this when dealing with everything else that goes on while running the show. Whether you have a team or a single new business director, take the time to inspire them. A piece appeared on Inc. titled Fire…
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Your Agency Is Not The Hot, New Shop-And That’s Okay

Hot-1

I was in a recent kickoff with a new client in NYC and at one point during the meeting, the agency principal remarked that he used to be more concerned about the fact that his shop was no longer a hot, new shop. He said he came to peace with that fact when one of…
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New Business Fundamentals-Selling Is Conversations and Commitments

Story

When you boil selling down to its fundamental elements it is two things: conversations and commitments. This is as true for a complex sale as it is when you sell your teenager children on cleaning their rooms (or they sell you on why they haven’t). Prospecting is the act of starting a conversation. It’s a…
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That Agency New Business Meeting Went Nowhere, Or Did It?

Nowhere

When agencies are considering our services, one of the first questions I ask is how they’ve handled new business in the past and are currently handling it. I ask the same question at the conferences we attend. One response I often receive when an agency is considering a change, in regards to past performance: “we…
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