The "ANB" Newsletter Sign-Up

The "ANB" Blog

mar 27

Add Value to Your Agency New Business Efforts

When I started RSW/US, I believed that in order for us to succeed long-term in the world of agency new business, we needed to base our existence on the principles of Leo Burnett – and always recognize that we needed to continuously think about how to add value beyond the reason clients bring us on board. As Leo said, […]

read more

mar 22

Word is Your Enemy … and six other ways emails go bad

  Sometimes the best lessons are learned by mistakes, either yours or others. I came accross a sales email this morning that was a good example of how NOT to use email marketing.  I’ve shared some of my favorite sections with you, our ANB readers, below. ( I’ve blocked out any identifying names to protect […]

read more

mar 20

Socially Charged Agency New Business

Social media is inherently passive.  You post, only a handful will come (if you’re lucky).  You tweet, and maybe some will listen.  You like, and few care.   In our 2011 “Client’s Look Ahead at Agencies” only 12% of Marketers stated that social media plays an active role in helping them find a new firm. […]

read more

mar 15

You Didn’t Get The Account: “Yeah, I know it was a difficult decision…”

…but if that’s all you learn when you ask why you didn’t win the account, then you’ve learned nothing that’s going to prevent your agency from losing again. I am truly amazed when agencies lose a pitch how few really do a great job of uncovering the reasons why. After all the hours, pain and […]

read more

mar 13

Agency New Business: Know When To Fold ‘Em

When country musician Kenny Rogers sang “The Gambler,” I doubt he was thinking about agency business development, but this song contains some advice that agencies should take to heart.   You have to know when to hold ‘em. Know when to fold ‘em. Know when to walk away. Know when to run.   Sometimes there […]

read more

mar 07

The Agency New Business Email Subject Line That Got Kimberly-Clark to Respond. The First Time

What’s the agency new business email subject line Kimberly-Clark responded to? We’ve Got The Goods That’s it-that’s the subject line. Not particularly explosive is it? But it doesn’t always have to be. You know about the importance of subject lines, you read about them, but how often do you think about them? How often do you change […]

read more

mar 07

You Can’t Hashtag Your Way to Social Change

In a recent FastCompany article, Courtney Martin talks about the dangers of relying too heavily on what’s hot in social media, the need for integration of traditional platforms, and the need to recognize that change takes time to influence and to not expect an overnight reversal of attitudes and consumer behavior. She talks about it in […]

read more

mar 01

(Another) New Beginning

Monday marked the fourth office move in six years for RSW/US. With each move, I try to plan for long-term growth, but every time we move, we seem to fill up our space more quickly than anticipated as our client roster grows at a consistently fast clip and the tenure of our client base grows […]

read more

mar 01

The Three Ingredients For Ad Agency New Business Success And A Challenge

The three ingredients for ad agency new business success? Awareness, Consistency and Persistence. But prior to implementing these ingredients, you need to have your positioning tightly scripted. Not a literal script, mind you, but a concise overview that conveys who you are, what you do and why a potential client should work with you. So […]

read more

feb 22

You Dare Doubt The Power of Prospecting For Advertising Agency New Business?!

Bringing in advertising agency new business has never been more interesting. New technologies continually add layers of convenience and effectiveness while also adding layers of time many of you don’t have in learning and implementing those technologies. With these new technologies also comes an attitude from many agencies that traditional prospecting is dead, doesn’t work. Depending on their definition […]

read more