Be Wary of the New Business Development Director With the Legendary Prospecting Network

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A big thank you to AMI (Agency Management Institute) for my guest post, Be Wary of the New Business Development Director With the Legendary Prospecting Network. You can read it below in its entirety. There is a great dilemma many agency owners face time and time again: Do you hire an internal new business development person […]

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How often is your agency in a competitive pitch situation?

I always find it interesting when some agencies start working with us and tell us they really don’t find themselves in a pitch situation very often, or at least traditionally haven’t needed to. That’s not necessarily a bad thing, although more and more firms are finding themselves having to pitch more often. Generally, I find […]

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Hunting the Whale-A Sound Prospecting Strategy?

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I was at a new client kickoff meeting when the subject of “hunting the whale” came up.  There were apparently a group of agencies in town whose central new business strategy was focusing on 5 to 10  large prospects, with the thinking being they would employ a laser-focused strategy, in-depth research, and irresistible bait in […]

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Agency New Business Proposal Timing-How Soon Is Too Soon?

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An agency new business topic that consistently comes up is proposal timing, and how soon is too soon. It’s a question we get asked, and the answer is not straightforward. The answer depends on a number of factors, like vertical, service offering and prospect size (in terms of revenue). There are certainly situations where the […]

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Agency New Business Challenges-Get Out Of Your Own Way

You’re taking care of your clients and working hard to grow your agency, in the meantime all kinds of agency new business challenges get in the way. Far too often, you are one of those challenges: Get out of your own way. Typically you don’t even realize it or have the best of intentions, nevertheless, […]

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The One Critical Agency New Business Situation Where You Need To Say More Than Your Prospect

I tweeted out a post (Why Aren’t You Using The Phone For Agency New Business?) on the importance of picking up the phone for agency new business this week and happened to come across a post on the Sales Hacker blog that makes for an excellent companion piece. And more than that, the post brings […]

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RSWUS Team Photo

Five Wins in a Week!

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Last week was quite a “win” week for RSW/US clients. Five wins for five different clients in one week! And we started out this week with a sixth! As we have matured as an outsourced agency new business development firm, we have gotten better and better at helping our clients move leads forward, preparing our […]

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60% Of Marketers Get 6 To 10 Calls A Week From Agencies

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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 […]

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You’re An Agency-Stop Agonizing And Embrace It

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There was a panel at Advertising Week in New York of independent agency leaders who were all asked: Is now a good time to open an advertising agency? (I’m sure you have thoughts on the question.) Spoiler alert-the answer was a resounding yes from the panel and I think the recap on The Drum is […]

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Tips and Tricks from the New Business Pros – Second in a Series

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We recently completed a series of internal sharing session with our New Business Directors.  The purpose was to exchange best practices used when reaching out to marketers. Our first in this series focused on email practices:  Tips & Tricks #1 This second post will focus the things we do to help our clients close business. […]

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