6 Sales Tips

Old brain

We had our New Business Directors (and me) sit through a day-long sales training session. The purpose was partly to help them improve their effectiveness as they reach out on behalf of their marketing agency clients. The other purpose was to further educate them on ways they can help their marketing agency clients move opportunities…
Read more

Ad Agency New Business-Playing The Short Game

For this post, I want to give a shout-out-to all of you in the new business trenches, whether you’re a new business director or a partner at your firm. It’s no newsflash to point out that this business is hard. A short, entertaining story to illustrate my point (at my expense): When I started at…
Read more

You’re An Agency-Stop Agonizing And Embrace It

There was a panel at Advertising Week in New York of independent agency leaders who were all asked: Is now a good time to open an advertising agency? (I’m sure you have thoughts on the question.) Spoiler alert-the answer was a resounding yes from the panel and I think the recap on The Drum is…
Read more

Tips and Tricks from the New Business Pros – Second in a Series

We recently completed a series of internal sharing session with our New Business Directors.  The purpose was to exchange best practices used when reaching out to marketers. Our first in this series focused on email practices:  Tips & Tricks #1 This second post will focus the things we do to help our clients close business.…
Read more

Your Culture Will Not Get You In The Door With A Prospect

Do yourself a favor and read 4 Reasons the Death of Agency Culture, a Vital Differentiator, Is Near when you get a chance.  There’s a lot to digest that I can see agencies embracing, as well as vehemently disagreeing with. The points raised are important ones, and as ever, I considered the author’s stance from…
Read more

All Your Agency New Business Thought Leader Interviews In One Place

As we bring our Agency New Business Thought Leader Series to a close, we wanted to provide a place to find all six of the interviews our owner, Mark Sneider, recorded with each thought leader. Each interview is below: Michael Gass David C Baker Laurie Mikes Drew McLellan Jody Sutter Tim Williams Thanks again to all…
Read more

Agencies Are Confident In Their Ability To Differentiate-Is It Realistic?

As part of our latest survey report release (RSW/US 2017 Thought Leader Survey Report), we’re focusing in on specific thought leaders and the insights unearthed from the agencies who took our survey. Drew McLellan is the focus of this post. Drew has worked in advertising for 25+ years and started his own agency, McLellan Marketing…
Read more

Pros And Cons Of Positioning Your Firm Vertically Or Horizontally

I’m pleased to feature a guest post from David C. Baker. one of the thought leaders from our recent report. David is an author, speaker, and advisor to expert marketing firms, helping them make better business decisions. He’s worked directly with 900+ firms and hundreds of thousands have been through his seminars or read his…
Read more

Tips and Tricks from the New Business Pros – First of a Series

New Business Best Practices

We recently had an internal sharing session with our New Business Directors to share tips and tricks used to prospect marketers. We do this every now and then – one of the benefits of having all 40 of us here at our Cincinnati HQ location. It’s a great way to share best practices/that which is…
Read more

What are the top 3 skills needed for new business success?

As part of our latest survey report release (RSW/US 2017 Thought Leader Survey Report), we’re focusing in on specific thought leaders and the insights unearthed from the agencies who took our survey. Michael Gass is the focus of this post. Michael was the first advertising agency consultant to embrace social media for business development. He’s…
Read more