Our past survey on First Meetings and Closing Effectiveness (Client and Agency perspective) suggests that Agencies have some real issues they need to address when in first meetings or first calls with prospective clients. We recently had two discussions with RSW/US agency clients, counseling them on their first meetings with prospects and thought that some […]

It happens to the best of us – you get stuck in an ad agency new business  rut. You’re in a bit of a slump. Those client wins aren’t coming in as quickly or easily as they used to. So what do you do – besides go to Starbucks and drown your sorrows in a […]

Okay, maybe you have, but this agency new business technique was a first for me. I was talking to an agency principal last week about our services and asked how they’d been handling new business. In answer, he related what we hear often from agencies: his desire to stay consistent with a new business reach out […]

  In our recent survey of Marketers (and Agencies), 78% of Marketers state that Agencies don’t know enough about their business when they walk into first meetings. And many say that Agencies are too aggressive in their follow-up to win agency new business. Now granted this is all a matter of perspective…but some important and […]

We’ve never integrated a comment from our blog into a post before, seems like cheating, but we received one on a recent post, Don’t forget, at some point you’re still going to have to sell and it begged to be shared. It bolstered my main point of that post so well actually that feel I should […]

In Lee McKnight’s Wednesday, May 5th post (“New Business Engagement and the Importance of Keeping that Flame Burning”) he speaks of the importance of maintaining current and relevant communication with your potential clients when using social media.  He notes that he sees a lot of regurgitation of Twitter feeds and a lot of agencies just talking to […]

No matter how far along agencies climb up the digital/social ladder or are flush with referrals, when it comes to new business, agencies will always need to actually talk to a prospect at some point and sell them on services. Could be a very quick, soft sell or a start from square one and that’s […]