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The Project Hamster Wheel - Are You On It?-3 Takeaways Ep 26

Project work is the primary way agencies get business these days, and we’ve talked to firms who are handling way too many smaller projects. It creates an untenable project hamster wheel where your team gets burned out because they’re working just as hard on the smaller projects as they do on the bigger projects. So […]

Some agencies decide they want to land that big client and go prospecting for whales, focusing their new business strategy solely on 5 to 10 of those in the hopes of landing just one. Aspirational prospects should be included in your new business plan, but this 25th episode of 3 Takeaways explains why it’s not […]

3 Takeaways Ep 23-Is Client Turnover Making You Uncomfortably Numb?

Is Client Turnover Making You Uncomfortably Numb? This episode comes from a conversation I had with an agency principal. Overall, this principal said he was optimistic about the industry, but struggled with the lack of client loyalty, the RFP slog and potential clients constantly shopping. Our 3 Takeaways provides you with some important food for […]

Welcome to “3 Takeaways”, Traditional Blogging Alternatives To Help You Drive Agency New Business. Let’s start out with a stat from “Social Media Today” (and an infographic I’ll link to in the video description): Websites with blogs get 55% more traffic. Content creation will help you get more new business.  You know it and you’re […]

There’s an unfortunate tendency we see in agency new business communications that doesn’t receive a lot of attention, but it should: that’s telling your prospects something they already know. If you’re doing this, or your new business director is doing this, you’ve got to curb it right away. Some prospects won’t even notice it, and […]

New business should be an agency-wide endeavor, not just driven by a member of leadership or a new business director. But the question is, how does that manifest itself, in terms of the day-to-day, and for those individuals who aren’t tasked directly with new business activity? The 3 takeaways in this episode begin to answer […]

Interestingly, sales outreach used to be a lot sneakier, where salespeople (and I use that term loosely) would essentially try to trick you into opening an email, for example. Fast forward to today, and agencies and PR firms consistently tell us about the ineffective outreach they receive; yet if they’re handling new business internally, often […]

Avoiding The New Business Hit and Run-3 Takeaways Episode 13

What is the new business hit and run? Well, I can’t take credit for the term, one of our clients threw that out in a conversation. The hit and run is one project and you’re done. Good that you got the project, but your team busted their butts on it with the hopes that it […]

Welcome to a horrifying Halloween edition of “3 Takeaways”, our agency new business video series where we focus on one new business category and give you three takeaways to help improve your new business program. In this episode, Lee McKnight Jr, VP of Sales at RSW/US, puts on his Cthulhu sweater, summons his courage, and […]

In this episode of 3 Takeaways, RSW VP of Sales, Lee McKnight Jr, talks an unfortunate reality in our industry: new business directors at agencies last, on average, 18 months. Incredibly frustrating for agency owners when they have to deal with that revolving door. So why is this? The reasons are numerous, but in this […]