Respondents to the RSW/US 2016 Agency New Business Survey expressed that it is somewhat harder in 2016 to obtain new business than last year. The combined percentage of agencies responding that obtaining new business is either “a lot harder” or “harder” increased to 43% in the 2016 survey, compared to 35% collectively in our 2014 […]
You should check out John Barrow’s “Filling The Funnel” blog if you’re not familiar. He gives good, practical sales advice in a straightforward style-well worth a read. Specifically, his post, Pick Up The Phone, resonated with me. The phone gets short shrift these days as a sales tool and that’s a mistake. When agency principals […]
The theory of the summer slump is a myth. A fairy tale. We called this out in a post a few weeks ago, New Business Development “Summer Slump” … Feeling lonely as a Mars Rover?. That post argues that the summer slump is something we create by buying into the notion it has basis in […]
Two weeks ago we presented Part I of a two-part series about why a good new business proposal may be rejected. The post was based on the Harvard Business Review article, 5 Reasons Good Deals Get Rejected. In Part I, we addressed the first three possible reasons why even a terrific new business proposal maybe declined: You […]
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” […]
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 […]
I had the privilege of moderating a panel at the Mirren 2016 New Business Conference in NYC titled New Business Tools & Productivity Hacks, with Matt Chollett from AgencySquared, Ryan Barry from ZappiStore and Dave Currie from Winmo. The structure of the panel came from our report, RSW/US-Mirren Agency New Business Tools-2016 and we focused […]
The Advertising Age article, The Ad Agency of the Future Is Coming. Are You Ready?, is one that you may have seen. If you haven’t, set aside some time to read it. As industry leaders from Procter & Gamble, Wunderman, PepsiCo, Omincom and others describe their views of the “Ad Agency of the Future”… how […]
Per Adweek, Publicis Groupe CEO and chairman Maurice Lévy spoke at the 4A’s Transformation conference and said, amongst other things: “I am convinced that existing ways of agencies and particularly holding companies have to come to an end,” Lévy said. “We must invent new strategies and new ways of doing business.” And Adweek further explained: in […]
Our Agency New Business Thought Leader panel generated a wealth of insight. Hopefully, you’ve had the chance to see the 2016 RSW/US Thought Leader Report, and related blog posts*. In addition to providing questions and advice for the survey, each of the six participating Thought Leaders generously shared time for a more in-depth interview around […]
