I was reading a post from Steve W. Martin’s Heavy Hitter Sales Blog called Top Reasons Salespeople Lose Business and reading the below quote, agency differentiation loomed large in my mind: The vendor we chose has a group of smart, dedicated, customer-oriented people. To a great degree, I don’t think their products and services are different [...]
As I’m talking to agencies every day, I get some perspective on the decision to use a company like RSW-US or hire an agency new business director internally. Both obviously have pros and cons, and focusing on the internal hire for the purposes of this post, a few reminders and/or questions you should consider (because [...]
Post by RSW/US Director Of Business Development Lee McKnight Jr We did a Pennsylvania tour of duty this week with a few wonderful new clients and on the way home in the Pittsburgh airport, had a quick bite and beverage at The Burgh Sportz Bar. (Which despite the use of the Z where an S [...]
Post by RSW/US New Business Director Catherine Ross We all know that major rebranding efforts typically don’t happen more often than every 3 years and typically, much less frequently. No one whose job it is to develop new marketing or brand design business ever wants to get this message from the VP of Marketing at [...]
A huge thank you to the Agency san diego for creating this infographic based on the findings from our most recent survey, 2012 New Business Report: Client & Agency Perspective On Topics Related To Agency New Business. Please share! (Download below) [...]
A brief, interesting piece regarding agency new business development in AdAge this week: What Agencies Can Expect From New Business in 2013. Here’s the potentially sobering first sentence: The days when agencies could expect multiple $100 million-plus, agency-of-record accounts to go up for grabs each year are now barely visible in the rear-view mirror. Probably not [...]
Post by RSW/US Director Of Business Development Lee McKnight Jr Working to help agencies win new business on a daily basis, one of the toughest things, especially initially, to nail down is messaging. More specifically, concise messaging-that says what the agency does, how they’re different from their competition and how they might help a prospect. [...]
Post by RSW/US New Business Director Kris Klopp There’s a scene in the movie Top Gun, where Kelly McGillis’ character, the civilian consultant, Charlotte Blackwood, call sign Charlie, is offering up a critique to Tom Cruise’s, Pete Mitchell, call sign Maverick, on a tactical move he made in a fight simulation. Maverick’s flight sequence works [...]
Post by RSW/US Director Of Business Development Lee McKnight Jr An interesting article from Marketing Charts several weeks ago on lead conversion and a study by Leads360. It kicks off with this: Analyzing results from almost 3.5 million leads generated in the first half of 2012, across more than 400 companies, the study finds that [...]
Post by RSW/US New Business Director Kris Klopp (inspiration provided by Wooderson) In the movie “Dazed and Confused,” Matthew McConaughey’s character, Wooderson, has a funny line about high school girls staying the same age, while he keeps getting older. This is probably a bit of over exaggeration, but it still brings up a good point, that as younger [...]
