40% Of Marketers Expected Project Work Would Increase In 2016

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…
Read more

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…
Read more

UNSUBSCRIBE from this MYTH!!

slump cat

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…
Read more

4 New Business Development Techniques That Will Never Work

4 New Business Development Techniques That Will Never Work

Newsflash: selling is tough and agency new business can be even tougher. Our new business directors operate on principles of polite persistence, consistency and reaching out with value. We strive to avoid overly aggressive reach-outs, generic messaging and the crappy tricks we see some salespeople use. And speaking of those crappy tricks, here are a…
Read more

The More Things Change, the More They Stay the Same

truth

Some things never change in agency new business development.  Like the daily “battle”, we fight trying to prove out to marketing agencies that we aren’t just another one of those hundreds of other lead generation firms with fancy names emailing agencies about how they can help them win it all. We have a number of…
Read more

Your Agency New Business Report Card-You’re Going To Summer School

Your Agency New Business Report Card-You’re Going To Summer School

I talked about my recent inclusion in the latest HubSpot agency survey report and the risk of relying on referrals in this post. There’s some good information on pricing, rates and hiring in the report, and also an interesting section on new business. And if the key stats from that section (below) represented a new…
Read more

Avoid Grave Missteps in New Business Development

grave

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…
Read more

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…
Read more

Haunting. A Horror Story in New Business Development

ghost-299936

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…
Read more