If you’re not feeling it yet, you will.  The changing agency and marketer landscape has significantly impacted the way agencies find and win new business. No longer can agencies exclusively rely on referrals and networking to drive the success of their firm. Once an almost exclusive source of new business for marketing agencies, referrals from […]

From page 12 of our 2017 RSWUS Agency-Marketer New Business Report, we asked the question: How often do you get calls or emails from marketing service firms? Per the graph below, even on the low side, 39% of marketers told us they get calls and emails at least 1-5 times a week. For those of […]


2017 is shaping up to be a pretty decent year…comparatively. In 2014, the enthusiasm for agency new business hit a low of 19%.  Only 19% of agencies believed that the year had brought them more opportunities than the previous year. In 2016, the enthusiasm meter ticked up quite a bit.  31% of all agencies that […]

My post title is a stat from our RSW/US 2017 Agency-Marketer New Business Report.  We asked agencies: “Why is it harder to obtain new business?” Per the graph above, the top answer was it’s simply harder to break through to prospects. I’ll get to that shortly. Looking at the other reasons given, 38% of agencies […]

With the release of our 2017 RSWUS Agency-Marketer New Business Report, several stats are worth noting, specifically around new business director efficacy and tenure. One of the initial questions we asked agencies was “Have you hired a full-time new business hunter/director as part of your staff to prospect for leads in the past 3 years?” […]

I sent the email below to a client after hearing they attained an initial project and thought I’d share my response to the news, as it has implications for all agencies, regardless of size/type: That’s great to hear! While I know it’s a small initial project, (and I know you know this…) here’s the deal […]