A client recently told our Owner, Mark, that there are realistically 1-2 weeks when a prospect will be receptive to, or have a need for, your agency. While anecdotal, it’s still an astute observation, and in our experience, true. So knowing that, new business can’t stop and start. Agency New Business Can’t Stop And Start […]
One thing we know agencies have a hard time doing is making time for a consistent new business process. Clients must, after all, come first-which means the agency typically comes last. With that in mind, I traded emails with an agency principal recently who, to be up front, didn’t need our help. She very kindly […]
“But concerning that day and hour no one knows, not even the angels of heaven, nor the Son, but the Father only.” Ok…so let me explain myself and then tell my story. I decided to “add a little extra” this Lent by reading a couple chapters of the New Testament every morning before I jumped […]
It’s rare that I’ll take someone else’s entire post and drop it into our own blog, but this post from Jill Konrath is so spot on, I’m doing just that. (Actually not her entire post, to be fair.) Agencies often lead first meetings, first emails, first calls with unimportant filler. When you’re reaching out to […]
“10 Agency New Business Questions” is a series of posts from interviews of individuals who’ve found success heading new business at their respective agencies. In the post that follows, Roy Page, CEO of Third Degree Advertising, with offices in Raleigh/Durham, NC, Oklahoma City, OK and San Diego, CA, answers our 10 questions regarding his company’s […]
“Put On That Damn Sales Hat” is an agency new business primer for marketing services firms, full of tips to ensure firms wear their “sales hat” with purpose and confidence. You can download it here. Our eBook is based on a blog series of the same name by RSW/US Owner/President Mark Sneider. In it, Mark […]
I’ve seen some agencies that do amazing digital work for their clients, but let their own web sites languish. And this can be a devastating mistake. Although social media has stolen the spotlight over the past few years, the frequently repeated assertion that web sites are dead could not be further from the truth. Businesses […]
For the majority of our agency new business programs at RSW/US, we use some form of mailer to kick off each monthly prospecting wave. Those mailers, as you might expect, vary wildly in their design, but across the board they’re all designed for marketers who have very little time (which is all of them)-so they […]
When we’re building a prospecting list, the pharmaceutical and biotech sector can present unique challenges. A bit of perspective: in 2012, the pharmaceutical industry spent 27 billion on drug promotion. One can easily imagine that number will grow as our world population ages. So what are the challenges building a pharmaceutical prospecting list for our agency clients? […]
Several articles caught my eye recently and both will be helpful to your new business strategy. First is CMOs: Social Media Key, But We Are Clueless. The title alone shows where opportunity lies for the right agency and there are some prime stats on big data and the inability of CMO’s to analyze it with […]
