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may 01

Agency New Business-Treat Yourself As Your Best Client

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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apr 29

Be Aware! Be Ready! 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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apr 25

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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apr 18

10 Agency New Business Questions for Roy Page

Following is the sixth in a series of posts titled, “10 Agency New Business Questions,” in which we ask individuals who’ve found success heading new business at their respective agencies 10 questions regarding their new business strategy and experience. In this post, we asked Roy Page, CEO of  Third Degree Advertising, with offices in Raleigh/Durham, […]

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apr 14

Time To Put On Your Damn Sales Hat!

“Put On That Damn Sales Hat” is an agency new business primer for marketing services firms, full of tips to ensure firms wear their “sales hat” with purpose and confidence.   You can download it here. Our eBook is based on a blog series of the same name by RSW/US Owner/President Mark Sneider. In it, Mark […]

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apr 11

Is Your Ad Agency Web Site Working For Or Against You-5 Key Guidelines

I’ve seen some agencies that do amazing digital work for their clients, but let their own web sites languish. And this can be a devastating mistake. Although social media has stolen the spotlight over the past few years, the frequently repeated assertion that web sites are dead could not be further from the truth. Businesses […]

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apr 08

Agency New Business Means Being Ready for the Long Run

When you look at your Agency New Business program, what comes to mind – marathon trainer or weekend warrior? Anyone who has trained or knows someone who has trained for the grueling demands of a marathon has seen the well laid-out, itemized action plan these driven runners must follow to be successful on race day. […]

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apr 03

Snail Mail-Why you Need To Use It For Agency New Business

For the majority of our agency new business programs at RSW/US, we use some form of mailer to kick off each monthly prospecting wave. Those mailers, as you might expect, vary wildly in their design, but across the board they’re all designed for marketers who have very little time (which is all of them)-so they […]

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apr 01

Ad Agency Pharmaceutical Prospecting-An RSW/US List Building View

When we’re building a prospecting list, the pharmaceutical and biotech sector can present unique challenges. A bit of perspective: in 2012, the pharmaceutical industry spent 27 billion on drug promotion. One can easily imagine that number will grow as our world population ages. So what are the challenges building a pharmaceutical prospecting list for our agency clients? […]

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mar 20

Your Prospects Are Clueless And That’s A Good Thing

Several articles caught my eye recently and both will be helpful to your new business strategy. First is CMOs: Social Media Key, But We Are Clueless. The title alone shows where opportunity lies for the right agency and there are some prime stats on big data and the inability of CMO’s to analyze it with […]

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