An Update To Agencies As The Cobbler’s Children Of New Business

Probably the most-used description we hear for agencies and their new business process (or lack of one) is the story of the cobbler’s children. (If you’re not familiar, read here.) But given that’s a fable from hundreds of years ago, I was struck with inspiration for an update to describe how often agencies ignore the…
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Managing The Social Mania Of Social Media

In my previous two posts, I’ve shared insights from the 2016 Content Marketing Conference that anchored on: The news that many brands are already developing their own content-centered marketing strategies The fact that the old feature-based model has relinquished its primacy to the social media feed. This brings up the question of which social channels…
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The Cards You are Holding – A Winning Hand?

To some degree, agency new business success rests in the cards you are holding. Mostly, it’s about how you play them. Right — just like Kenny Rodgers crooned, “Every hand’s a winner and every hand’s a loser.” As we contemplated the new business development experience we’ve amassed over 11 years at RSW/US and industry insights…
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The Feature Isn’t The Future

I mentioned in last week’s post that the audience now has technologies which allow them, in the digital realm primarily, to bypass marketing messages. But I think there is an even deeper level of disruption at play here – something that inverts the model on which most marketing is built. Here’s how I’d describe what…
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The Next Great Media Channel Is You (And It Better Be)

I just spent the last few days at the Content Marketing World 2016 Conference in Cleveland, and this is the first post in a series that will cover what I suspect are the most significant trends that are already shifting the way the marketing industry works. One key message that underscored a great many keynotes…
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RSW/US New Business Development Insta-Tips! WHAT?!

That’s correct, Insta-tips. RSW/US now has an Instagram presence, and we’re launching it by including new business development tips that you can read in, what else but, an instant! Why Instagram for new business development? The B2B Social Media Engagement Rates chart published earlier this year by MarketingCharts was very insightful. As shown below, it…
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40% Of Marketers Expected Project Work Would Increase In 2016

That’s a stat from our 2016 New Year Outlook Report (released in January), and ideally that percentage held up for your firm this year (or was larger). These are the kinds of stats that typically put our New Year Report at the top of our most-downloaded new business content. We just launched the 2017 survey…
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Read the Buying Signals!

Buying Signals new business development

You’ve waited for this day: the anticipated big meeting with the oh-so-desirable prospective client. Being excited, enthusiastic and energetic is understandable, and overall a great thing: your enthusiasm, your passion for, and your understanding of the prospect’s business assure them your firm can be a good potential marketing partner. And still there are times when…
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UNSUBSCRIBE from this MYTH!!

The theory of the summer slump is a myth.  A fairy tale. We called this out in a post a few weeks ago, New Business Development “Summer Slump” … Feeling lonely as a Mars Rover?. That post argues that the summer slump is something we create by buying into the notion it has basis in…
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