How often is your agency in a competitive pitch situation?

I always find it interesting when some agencies start working with us and tell us they really don’t find themselves in a pitch situation very often, or at least traditionally haven’t needed to. That’s not necessarily a bad thing, although more and more firms are finding themselves having to pitch more often. Generally, I find…
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Hunting the Whale-A Sound Prospecting Strategy?

I was at a new client kickoff meeting when the subject of “hunting the whale” came up.  There were apparently a group of agencies in town whose central new business strategy was focusing on 5 to 10  large prospects, with the thinking being they would employ a laser-focused strategy, in-depth research, and irresistible bait in…
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Put These On Your Agency New Business T-Shirt

I own far too many t-shirts. It’s true, and I accept it. What does that have to do with anything?  Over the course of traveling and meeting/talking with agencies, I take notes on potential blog topics. Going over those notes recently, I saw several key takeaways that really would make for excellent t-shirt slogans. Granted,…
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Agency New Business Proposal Timing-How Soon Is Too Soon?

An agency new business topic that consistently comes up is proposal timing, and how soon is too soon. It’s a question we get asked, and the answer is not straightforward. The answer depends on a number of factors, like vertical, service offering and prospect size (in terms of revenue). There are certainly situations where the…
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Is Your Agency Site Built For Tactics Or Problem-Solving?

An Adweek article and a conversation about clients who favor tactics versus problem-solving gave me inspiration for this post. Starting with the article: it’s titled It’s Time for Brands to Go Back to Basics and Entice Consumers With Strong Design and Copy, and it I think most agencies need to read it in order to help…
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Agency New Business-Get Out Of Your Own Way

While the beautiful machinations of Cannes continue to flood Twitter (brands need to find meaning and purpose!  Apparently brands are human beings?), you’re taking care of your clients and working hard to grow your agency. But many of you are getting in your own way. Time to get back to basics. You need a more…
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Agencies Are Experimenting More Than Ever With Tools To Drive New Business

In our third and final mini-infographic highlighting key takeaways from our 2018 RSW/US-Mirren New Business Tools Report, we focus on the tools agencies are using for prospect business intelligence. This was a new category for us in 2018 and the results underlined a positive trend we saw throughout the report: Agencies are taking more time…
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2018 Trends In Agency New Business Tools-RSWUS Webinar

Based on our RSW-Mirren New Business Tools 2018 Annual Report, Lee McKnight Jr, VP of Sales at RSW/US, conducts this webinar.  Our goal was to avoid a recitation of the report, and instead give viewers key takeaways and stats on agency usage of tools, what they find effective (or don’t) and ultimately provide a simple,…
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Agencies Say Tool Platforms Have Work To Do

This is the second in our series of mini-infographics that highlight key takeaways from our 2018 RSW/US-Mirren New Business Tools Report. In this infographic, we look at overall effectiveness of new business tools by category, and you told us resoundingly that there’s work to be done. Looking at 5 of the main categories, Social Media,…
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The Most Critical Criteria For Choosing New Business Tools May Surprise You

We’re kicking off a series of mini-infographics to highlight key takeaways from our 2018 RSW/US-Mirren 2018 New business Tools Report. The first, which you can download here, is based on a question from our original survey: What most impacts your consideration of new business tools? Per our report: Effectiveness or an ability to provide a…
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