2017 Agency New Business Tools Report-Social Media: Punch Drunk And Not In Love

Our blog series focusing on our latest report, The RSWUS-Mirren 2017 New Business Tools Report. 2017 Agency New Business Tools Report-Social Media: Punch Drunk And Not In Love Oh social media, when it comes to driving new business, you are indeed punch drunk. For yet another year, social media is the most-used category, as reported…
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Agency New Business: Treat Your Clients Like Prospects

How do your clients perceive you, in terms of your services? Do you have certain clients who only take advantage of only one or two aspects of your business? The answer to the second question is often yes, and you need to work to change that perception. Easier said than done I realize, and there…
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An RSW/US Client Win For a Midwest Full-Service Agency

This RSW/US Client Win For a Midwest Full-Service Agency resulted from maintaining a relationship with the prospect. The prospect was settling into a new role, and so it was key the RSW new business director didn’t pounce on him, as so often happens. Instead, the RSW NBD consistently, but respectfully, stuck with the prospect, showing…
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The RSWUS-Mirren 2017 Agency New Business Tools Report

We’re excited to partner with Mirren again this year to release the RSWUS-Mirren 2017 Agency New Business Tools Report. Thank you to all of you who participated, we had a solid turnout of 400 agencies this year. You can download it at no cost here! We’re consistently told by agencies that this report holds up as a…
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Big Or Small-Agencies Have The Same New Business Challenges

Coming off the Mirren New Business Conference, I’m reminded again that the struggles larger agencies have with new business are no different than the struggles small to mid-sized agencies go through. Different in scale?  Sure, but much the same. Big Or Small-Agencies Have The Same New Business Challenges A consistent approach, agency positioning, new business…
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Let’s Not Go Back to the “Used Car Like” Days

Agency New Business Sales

When I started RSW/US in 2005, the industry was very “used car salesman like” in its reputation and the industry was in its infancy. Over the years, I’d like to think that we brought some legitimacy to the industry.  We helped the industry grow and along with some of our competitors, we were able to…
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The Importance of Good Intelligence – An Offering Only Available at RSW/US

The mind of the marketer

Every good agency new business program starts with smart, useful intelligence. The problem with most new business resources is that everybody has access to them.  And they all use the same data to “predict” changes in the marketing world. Or they re-purpose existing information about things like public RFPs.  These can attract the likes of…
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Your Agency’s Website Is A Visual Elevator Pitch

Wikipedia defines Elevator Pitch as a short sales pitch, that is a summary used to quickly and simply define a process, product, service, organization, or event and its value proposition. Does your agency’s website tell your target audience who you are, what you do, and your value? In 20 or so seconds? I look at a…
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How Often Should You Follow-up with Prospects?

It is crucial that you constantly follow-up with your prospects… and often. How often should you follow up with prospects? In my experience, the answer is, more than you think. Recently, I reached out to one of my clients asking how their follow-up was going on a prospect that had shown interest a few months back.…
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