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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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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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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“Always On” Agency Client Relationships


The annual Mirren Agency is always a great event.  Hundreds of agencies, lots of great insights, and a great way to stay current on what’s happening in the marketing agency world. Each year, they invite other search consultants in to speak about the world of agencies and what it takes to win in an agency-client…
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Your New Business Director Is Not The Agency Savior-4 Pitfalls To Avoid

New Business Director

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

Survey front page-300

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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Agency New Business-That Prospect Is Never Cold


A client recently told our Owner, Mark, that there are realistically 1-2 weeks when a prospect will be receptive to, or have a need for, your agency. While anecdotal, it’s still an astute observation, and in our experience, true. So knowing that, new business can’t stop and start. Agency New Business Can’t Stop And Start…
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Agency New Business-Treat Yourself As Your Best Client

new business

One thing we know agencies have a hard time doing is making time for a consistent new business process. Clients must, after all, come first-which means the agency typically comes last. With that in mind, I traded emails with an agency principal recently who, to be up front, didn’t need our help. She very kindly…
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Be Aware! Be Ready! Be There!

Be Ready Be Aware Be There

“But concerning that day and hour no one knows, not even the angels of heaven, nor the Son, but the Father only.” Ok…so let me explain myself and then tell my story. I decided to “add a little extra” this Lent by reading a couple chapters of the New Testament every morning before I jumped…
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This Is How You Get The Decision Maker’s Attention


It’s rare that I’ll take someone else’s entire post and drop it into our own blog, but this post from Jill Konrath is so spot on, I’m doing just that. (Actually not her entire post, to be fair.) Agencies often lead first meetings, first emails, first calls with unimportant filler. When you’re reaching out to…
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