Experian Marketing Services released its latest annual Digital Marketer Report and there a few good new business takeaways there. First: . . .senior marketers were most likely to say that branding (49%) – telling their story and standing out against competitors – and customer acquisition (45%) are their biggest challenges. And second: . . .senior […]
We recently had a new client win a $700k piece of business from an insurance company within the first two months of prospecting on the agency’s behalf. Only about 20% of our clients see closure in the first six months of the program. Most of the people we reach out to on behalf of an […]
RSW/US Director of Business Development Lee McKnight Jr. talks about the increasingly competitive agency new business landscape in our latest brief video. A recent agency client summed it up best when they hired us, “We spend too much time working in the business and not on the business.” Agencies across the country are having this […]
Last year, we asked Peter Caputa, VP of Sales at HubSpot, if he might provide some perspective around what was then, our most recent survey, The RSW/US-Mirren 2014 New Business Tools Report, and Peter was kind of enough to pen a guest post for us. Peter’s post corresponds to one of the chapters in our […]
Two recent posts have addressed the importance of managing the introductory meeting process with new prospective clients, from pre-meeting planning and strategy, to managing the meeting itself. Following the meeting, the work is likely to continue. In Our “Check the Boxes – Getting to Close” webinar (or slides) for agency new business, we related that […]
Through our daily interactions – and quarterly surveys – with both marketers and agencies we see a number of dynamics and trends shaping the “agency of the future”. These forces give insight to agency capabilities and culture that will be important to success as our industry evolves. The recent CMO.com article, 15 Mind-Blowing Stats About […]
Agency principals often say they’re considering our new business services because they a) don’t have time to follow a consistent process or b) once they’re in the pitch, they’re in good shape, but it’s getting there that confounds them (and they don’t have time as well). CMO tenure, and the revolving door nature of the […]
Too many marketing services firms treat their inbound strategy for new business like Kevin Costner in the movie Field of Dreams: “build it and they will come,” but it won’t work that way. In this brief video, Lee McKnight, Director of Business Development for RSW/US, describes four key big-picture components of an effective inbound strategy […]
With agency new business, you KNOW how much effort can go into getting a prospect to commit to an initial meeting. Once that meeting is scheduled though, the work is not over. Accordingly, as we collaborate with our clients here at RSW/US, our support continues on long after getting the meeting on everyone’s calendars. Each […]
(This is part 2 of Ed Burgoyne’s post Do Your Values Inform Your Agency Culture?) When you are busy and stressed, I know it requires an extra effort to be in the moment and focus on being the leader the organization needs, and the leader you would like to be. This is why it helps […]
