Another Agency Pitch…and Another Amazing End

Agency pitch miss

In the final phases of an agency search for one of the nation’s largest credit unions and once again, I found it amazing. I had an opportunity last week to sit through three pitch presentations from three agencies that all met the criteria of what we were looking for to support his client’s business. The…
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Agency New Business-Now We Live In A World Of Gatekeepers

A stat I’ve spoken to previously that bears repeating: 63% of agencies told us it was harder to break through to prospects in 2016 than the previous year. The reason: where there used to be the traditional gatekeeper you had to get through to reach the decision maker, now you’re surrounded by gatekeepers. (Thanks technology!)…
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Register now for the New Year Outlook Webinar

  Join us on March 1st at noon EST for our 1 hour (free) New Year Outlook Webinar that showcases key findings and critical implications for agencies and PR firms as they roll through 2017. You can register by clicking here. While some aspects of your business will remain the same in ’17, there are…
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Combating the rise of in-house agencies

In-House Agencies-Friend or Foe? We’ve talked about trends like increasing amounts of project work from our latest survey report, and another is the rise of in-house agencies. Nearly 80% of agencies predict their clients will move some marketing services in-house in 2017-that’s a 23% increase over 2016’s prediction. Now it’s only that-a prediction, but it’s…
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The 3C’s to Successful Pipeline Building

Consistency

The 3C’s to Successful Pipeline Building. Too many agencies prospect in fits and spurts. Too many agencies are terrible at marketing themselves. Too many agencies don’t take the time to build an organized new business process. Winning new business starts with building a solid pipeline of potential opportunities. Building a solid pipeline starts with developing…
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Client Turnover-Uncomfortably Numb

Client Loyalty, Project Work and Agency New Business I had an agency principal describe his current feelings toward the agency business recently, and on the whole, he still enjoys what he does, has a strong agency and is, for the most part, keeping up with new business. But he’s staying about the same year over year,…
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When Times Are Good…They Can Look Good

Agency New Business Hope

“We’re Starting The Year Out With A Lot of New Business, So I Think All Is Good.” Something I have heard from agencies more this January than in month’s past.  And while this is great, agencies need to think beyond what is today and plan for tomorrow – on two fronts: Investment in their business…
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The 2017 RSW/US New Year Outlook Survey Report Is Available Now

200 marketing agency executives and senior level marketers across the United States and Canada completed the 2017 RSW/US New Year Outlook survey during December, 2016. 2017 RSW/US New Year Outlook Survey Report   Download it here and featured in Adweek: New Study Finds That Agencies and Marketers Are Still at Odds in 2017  2017 Outlook for Advertising…
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Kaizen for Agency New Business

Kaizen for agency new business

Agency new business. Never static. Always changing. This includes the tools you use, the process you employ, and the people that support the program. It also includes an objective look at what’s working and not working on an on-going basis. Just left a meeting with a current marketing agency client that has been with us…
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You Need New Business Insurance

The good news: heading into last year, ad agency employment reached its highest level since 2001. Given the tumultuous and ever-evolving nature of the industry, especially post-2008, it’s fantastic to see-but from a new business standpoint, the good times tend to make agencies forget a few things. New Business Insurance? Why and what is this…
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