Three Reasons to Make An Agency New Business Call Today

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Post by RSW/US New Business Director Kris Klopp There are probably 1,000 reasons why you can’t do any business development today: It’s Monday. I hate cold calling. Our largest client wants to make changes to the copy. I have a headache. Our best leads come from referrals. This coffee is awful – I’m going to…
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Agency New Business: Who Ya Gonna Call?


Post by RSW/US New Business Director Kris Klopp If there’s someone strange in your prospect database, who are you going to call? Unfortunately, I don’t think the Ghost Busters can help you with this. One of the common challenges in developing new business is identifying the right people to contact. You’ve identified a group of…
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The Second Hardest Part about Agency New Business


I admire our New Business Directors. It is one of the toughest jobs on the planet. Persistent, yet polite. Skin as tough as steel. Smart, creative, strategic. Able to wear their Agencies on their sleeves and sell ethereal agency offerings with enthusiasm and zeal.   Focus On The Close It was about 3-4 years ago…
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Your Director of Business Development: Seeker, Closer or Both?

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What’s the role of your Director of Business Development, or for those of you who handle new business, what is your role? Is it seeking out the right prospects-building awareness and opening doors, or is it that, plus finishing and closing those opportunities? There are strong arguments for and against both. I lean toward the…
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Need A Check-Up For Your Agency New Business Development?

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When I was trying to find a workout routine I could stick with, my doctor gave me three suggestions that are very applicable to new business development. First, pick something you LIKE to do. I can run, ice skate, lift weights, ride a bike, swim, but I like to dance. So Zumba has been a…
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Chasing Your Agency New Business Lead Generation Tail-100 Calls A Day


Mark (our owner) sent me a Craigslist lead generation job posting recently thinking it might spark some thoughts on a post. Indeed it did. A West Coast agency was looking for an intern to work on new business and the job description included making “minimum 100 calls a day.” Time for the scalpel-we’re going to…
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Agency New Business Warning – No Lifeguard On Duty

I’ve recently started doing Zumba, the Latin-inspired, aerobic dancing workout, in an attempt to improve my health. OK, I am really doing it because I’m going to the beach this summer and I don’t want to find myself on the cover of People for having the worst beach body in the US. So I’ve set…
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Agency Value Propositions: Shaken Not Stirred


Last Friday, Belvedere Vodka, or one of its agencies, posted a rather distasteful advertisement on its official Twitter and Facebook pages. The ad features a man, holding on to a woman who is clearly scared, with a sexually offensive tagline.  To see a photo of the ad, check out this article. It did make me…
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Add Value to Your Agency New Business Efforts


When I started RSW/US, I believed that in order for us to succeed long-term in the world of agency new business, we needed to base our existence on the principles of Leo Burnett – and always recognize that we needed to continuously think about how to add value beyond the reason clients bring us on board. As Leo said,…
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