As if rejection isn’t bad enough, this is the first of a two-part series on the topic. This Harvard Business Review article, 5 Reasons Good Deals Get Rejected, refers to situations outside the realm of the agency new business proposal specifically, but the reasons DO apply. The article does a great job describing the “why” […]

2016 marks the fourth year that Mirren and RSW/US have collaborated on the New Business Tools Survey and Report and below is a companion to our report, a webinar based on our findings, coupled with some more recent stats that put several of the most prominent tools into different perspective. You’ll also hear: -The most […]

We released our latest report with Mirren on the tools your peers use to succeed in new business several weeks ago and by now, probably beaten it to death. But wait, there’s more! In all seriousness, here are 4 new/recent social stats that you need to know to improve new business: B2B is catching up […]

  First, the technicality: it was a bridge keeper that Sir Lancelot faced in Monty Python and the Holy Grail. Yet, this is a scene that has come to mind more than once over my career as I’ve worked on getting past gatekeepers. Granted I never met any who required me to provide the correct answer […]

It’s convenient that Harvard Business Review released an article Why Salespeople Need to Develop “Machine Intelligence“ just within weeks of our release of the Mirren-RSW/US 2016 Tools and Technology Report. As we reflect on the results of the survey and the rapidly expanding availability of technology that supports agency new business development, the HBR article adds […]

And that’s OK. We’ve had agency principals tell us straight up: “I didn’t start this agency to be a salesperson-that’s why I’m hiring you guys.” And no, this post will not turn into an RSW commercial, but I’m speaking to you, agency principals-if you don’t have that new business chromosome, don’t run the new business […]

In our upcoming webinar on June 23, we will go into detail about the results of the Mirren-RSW/US 2016 Agency New Business Tools Survey. And while upcoming posts will also look more deeply into the results of the survey, it seems important to call out several important tools that respondents did not mention.  They are […]

Social Media Tools for Agency New Business: At a Plateau? Four years into the RSW/US-Mirren Agency New Business Tools Survey, use of social media tools, as a category has plateaued with category usage at a strong 93%. Among the “Big 3” – LinkedIn, Facebook, and Twitter, agencies report: Almost universal use of LinkedIn, with 99% […]