When your Agency New Business Pitch Becomes a Change-up

As a New Business Director at RSW/US, I help my agency clients from the first call with a new prospect through to the close. This week, I was on a conference call with a prospect and introducing them to my client.   The prospect is the VP of Marketing, seeking an agency to provide full…
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Why Do Agencies Struggle With New Business?

Why do agencies struggle with new business? A loaded question. Selling for RSW I get asked, why should we consider outsourcing our new business effort and more specifically, working with your firm? Part of that conversation will ultimately lead to how we, specifically, work with our clients, but another part speaks to why agencies struggle…
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Email for new business development – do you get the most out of it?

Our recent survey revealed a stark difference related to the impact of email in new business prospecting. · 57% of marketers indicated that email is the top means of learning about new agencies. · Only 12% of agencies identified email marketing as being one of their top three most effective means of generating new business.…
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6 Ways An Agency’s Pitch Can Get Picked

The following is a post I published on the blog for RSW/AgencySearch.  In addition to marketers reading it, we had a few agencies read it that felt it was helpful content for them as well.  So consequently, I decided to post it here, in the hopes of helping make your next agency’s pitch as productive…
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Agencies, Please, Stop Using These Terms To Describe Yourselves

Like cold water to the face, agencies need new business reminders every now and then. After 2008, agencies (and everyone else) got an unfortunate wake up call, and in terms of new business, realized there was no better time to get a lot better at it. Fast forward to today and clients are spending. That…
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8 Tips To Help Agencies Get Paid Faster

In business, cash is the undisputed king. Even if you generate strong revenue and incur reasonable expenses, without a steady cash flow you’ll inevitably face troubled times. This is especially true for agencies that often bill for work after it’s been completed. In essence, you are financing your own services for the client. Knowing that…
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Your Agency Services Are Not A Commodity, But They Sure Look Like It.

Your average CMO or VP of Marketing gets a lot of contact from agencies wanting to work with them. If you asked one of those CMOs or VPs of Marketing to name one of those agencies, 9 times of 10 they couldn’t do it. Because in their eyes, your agency is a commodity. [Tweet “What…
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Agency New Business Deserves A Multi-Media Approach

Relying on one type of outreach – or even two – may not serve your new business efforts in the best possible way.   Marketers say they learn about agencies through a variety of media. Not surprisingly, email, phone calls and industry conferences are highly-cited channels. Results from our recent survey affirm you need to…
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ANA Recap: Two Words Say It All

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For those of you not at the ANA, there was one speech that proved truly powerful – and from within the speech, two words that really hit home.