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jun 27

The Bane of Agency New Business-CMO Musical Chairs

“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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jun 25

2014 Agency New Business Tools Report Video-Chapter 1- Contact/List Building

  Taken from our latest agency new business survey report (RSW/US-Mirren 2014 New Business Tools) a brief look at the Contact/List Building category: the top-rated tools and a tip from The List CMO, Dave Currie.

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jun 13

Agency New Business Is A Never-Ending Treadmill, So Inspire Your Team

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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jun 05

Your Agency Is Not The Hot, New Shop-And That’s Okay

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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jun 03

New Business Fundamentals-Selling Is Conversations and Commitments

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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may 28

That Agency New Business Meeting Went Nowhere, Or Did It?

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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may 22

Long Agency Review Lists = Lame Agency Search

Long agency review lists might sound like a great thing to many marketers…but in reality, they have just the opposite effect:  they harm review processes. My desire when shopping is to want to look at as many options as possible before making a decision. I know that in the end, there is a diminishing return […]

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may 20

“Always On” Agency Client Relationships

Recently attended (and sponsored for our 4th year) the Mirren Agency Conference in New York in an attempt to continue to stay current on what’s happening in the marketing agency world. Always a great event.  400 agencies, lots of great insights, and a great way to get further connected with firms like yours. This year, […]

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may 16

Your New Business Director Is Not The Agency Savior-4 Pitfalls To Avoid

Brent Hodgins gave an insight-filled presentation at the Mirren Conference this week titled Getting the Most Out of Your New Business Director. Of the myriad takeaways was a focus on setting expectations for your new business director, as well as setting expectations for yourself, around your new business director. In particular, Brent pointed out the […]

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may 14

RSW/US-Mirren 2014 New Business Tools Report Available Now!

You can download the RSW/US-Mirren 2014 New Business Tools Report here. Our goal for this report, now in its second year, is to provide comparisons, perspective and insight into the new business tools your peers are using for new business. The Annual Report summarizes information gleaned from close to 350 agency executives on the effectiveness of […]

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