Is the Agency New Business Garden Planted for a Good Harvest?

garden dollar bills 2

  Seasonal habits die hard.  It just feels like agency new business planning should be in the air! Years ago, as a Consumer Marketing Manager for top household cleaning products, spring brought flowers, birds returning from winter homes, and the hatching of the business planning process for the upcoming calendar year. It’s highly likely that the…
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Don’t Fall Down the Agency New Business Rabbit Hole Without a Plan

Alice 2-11-25-11

If you don’t know where you are going, any road will take you there – Lewis Carroll Developing an agency new business plan can seem an overwhelming task. Like the quote above, it really doesn’t matter which way you go, if you don’t know where you want to go. So where do you want to take…
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Your Agency Clients: The Visionary And Yes, The Desperate

Your Agency Clients The Visionary And Yes, The Desperate

In a recent email exchange with an agency principal, client types came up, and this agency partner wrote: I’ve always said our company has two kinds of clients: The Desperate. Something has gone very wrong and they need a fix and pretty fast. Visionary. They know there is much more to be gained, but aren’t…
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If Agency New Business was an Onion…


…it would be worth peeling back a layer.   A data point that stood out in the RSW/US 2016 New Year Outlook Survey was 34% of Marketers indicating plans to increase spending somewhat or significantly in traditional media.   It was noteworthy for two reasons: This is the first time in recent years that Marketers indicated intention…
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Wrapping up the New Business Meeting – Ideas from Harvard Business Review


Harvard Business Review recently published this article: Don’t End a Meeting Without Doing These Three Things. These “three things” at the bullet-point level are: Confirm key decisions and next steps Develop communication points Gather session feedback Considering this article through the lens of agency new business, each recommendation is relevant.  Still the context needs to…
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Agency Pricing & Financials-Finally-The Info You’re Looking For

Agency Pricing & Financials

If there’s one question we get asked by agencies often, it’s around agency pricing. It’s tough to answer, with so many different factors and situations influencing the process. It’s also tough to find that kind of information generally without paying for it or belonging to an association. So the timing was ideal when Jami Oetting…
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Make Hay While the Sun Shines –Bigger Budgets and Agency New Business

Barefoot businessman striking surfing pose on hay bale

In his timeless book, 7 Habits of Highly Effective People, Stephen Covey identifies the first habit as “Be Proactive”.   Always true in agency new business, it’s particularly important to remember when times are comparatively good: to be ultra-proactive – to make hay while the sun shines. In this recently posted video, RSW/US Owner and President,…
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Moving Agencies Forward Through New Business Acquisition Podcast

Moving Agencies Forward Through New Business Acquisition

We were fortunate to have Drew McLellan, of the Agency Management Institute, interview our VP of Sales, Lee McKnight Jr. for his podcast series on “Build a better Agency.” You can hear and download Drew’s interview with Lee here: Episode 26: Moving Agencies Forward Through New Business Acquisition, with Lee McKnight Jr.. Some background on the podcast,…
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