Are You Utilizing Your Team for Agency Differentiation?


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…
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Sabotaging Your Agency New Business Director Before She/He Even Starts?


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…
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Agency New Business: The Harsh Reality-Clients Will Go

Will go

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 should be, is quite affordable for an airport and is…
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Agency New Business: Getting The Right Contact The First Time

Decision Maker

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…
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How Agencies Get New Business: RSW/US & the Agency san diego Infographic


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)                                  …
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Agency New Business Development in 2013-Forget The AOR?


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…
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Crucial: Crafting Your Agency New Business Elevator Pitch-Part 1

Elevator Pitch

Working to help agencies win new business on a daily basis, one of the toughest things, especially initially, to nail down is overall messaging and part of that being the elevator pitch. More specifically, concise messaging-that says what the agency does, how they’re different from their competition and how they might help a prospect. Inevitably,…
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Agency New Business: You’ve Lost that Prospecting Feeling


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…
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Agency New Business: Cold Calling Doesn’t Work-But Calling Does


An interesting article from Marketing Charts on lead conversion, a study by Leads360 and tangentially-cold calling. 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 phoning a new prospect within a minute of lead generation improves conversion rates…
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