Avoid Grave Missteps in New Business Development


With the release of the new RSW/US infographic, Ups and Downs of Agency New Business, last week’s post told the story of a down: a “horror story” about a new business development prospect opportunity that went from hot to cold, seemingly at the click of the “Send” icon. Thinking they were being efficient, the agency sent…
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The Risky Business of Relying on Referrals

The Agency Pricing & Financials Report

I was pleased to be included in the latest HubSpot survey report, The Agency Pricing & Financials Report. New business is covered (with interesting results) but the bulk covers pricing, rates, and hiring, some great info for agency principals. And specifically in regards to new business, Jami Oetting, a section editor for HubSpot’s Blog, was kind enough to ask…
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Haunting. A Horror Story in New Business Development


As we were developing the Ups and Downs of Agency New Business infographic, a colleague here at RSW/US who is a New Business Director, shared a “down” that relates closely to “Level 4” of the infographic: Manage the Meeting. This experience happened about five years ago, but was so painful, the memory still haunts. The…
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New Business Development “Summer Slump” … Feeling lonely as a Mars Rover?

michael scott stumped

How has new business development prospecting been going this month? Are you on a brisk-as-a-crisp-fall-day kind of pace?   Or does it feel a little lonely out there? Are you bringing in new clients faster than rabbits seem to multiply in the spring?   Or does it seem like no one’s home? Honestly, is there REALLY a…
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Marketing Evolution…or Revolution? Burning Questions for New Business Development

pushme pullyou

Advertising and marketing industry changes bear fresh opportunities for new business development; they also bring fresh challenges! The pace of industry change exceeds “evolution”.  Considering only  the explosive growth in marketing technology – and budgets associated with it – “revolution” could be a more accurate description. A recent MarketingCharts post gives us a peek at what Marketers…
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Your New Business Proposal: Feel Like All Your Shots Are Blocked? (Part II)

soccer shot blocked

Two weeks ago we presented Part I of a two-part series about why a good new business proposal may be rejected. The post was based on the Harvard Business Review article, 5 Reasons Good Deals Get Rejected. In Part I, we addressed the first three possible reasons why even a terrific new business proposal maybe declined: You…
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Ad Agency New Business-Are You Getting A Little Too Comfortable?

Ad Agency New Business Are You Getting A Little Too Comfortable

Agencies tend to push an active new business strategy to the side until something wakes them up.  That “something” generally tends not to be good. Then there are those agencies who get it, and they find a way to keep new business active, and while that’s to be commended, even these agencies tend to overlook…
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Does Content Marketing Deserve (a) Promotion for New Business Development?

eye testing lenses

ANA recently posted this brief video featuring Robert Rose, chief strategist at the Content Marketing Institute, suggesting that organizations can drive more value out of content marketing by looking at it as a business strategy instead rather than a tactic. In this brief video, Rose stresses that content marketing should not be viewed as a…
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Your New Business Proposal: Feel Like All Your Shots Are Blocked? (Part I)

Terrence Cody blocks a field goal as time expires to secure Alabama's 12-10 victory over Tennessee last season. It was Cody's second blocked kick of the fourth quarter.
CW | John Michael Simpson

As if rejection isn’t bad enough, this is the first of a two-part series on the topic. This Harvard Business Review article, 5 Reasons Good Deals Get Rejected, refers to situations outside the realm of the agency new business proposal specifically, but the reasons DO apply. The article does a great job describing the “why”…
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2016 RSW/US Agency New Business Tools & Technology Webinar

2016 RSWUS Agency New Business Tools & Technology Webinar

2016 marks the fourth year that Mirren and RSW/US have collaborated on the New Business Tools Survey and Report and below is a companion to our report, a webinar based on our findings, coupled with some more recent stats that put several of the most prominent tools into different perspective. You’ll also hear: -The most…
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