With the release of our 2014 Agency-Marketer New Business Report, one of the more pronounced takeaways is the decreased tenure of the agency new business director (less than 2 years on average.) What’s behind it? In 2012, 53% of agencies in our survey said their new business director (NBD) was somewhat/very successful. In our current […]
It’s not your core competency. It’s what it boils down to. This, along with resources and methodology…which makes new business typically not one of the core competencies of an agency. I’m not talking pitching or presenting. I’m talking outreach and effectively managing inbound programs with appropriate follow-up and building well scrubbed, targeted lists. And I’m talking […]
We recently sent out a tweet from our post Is Your Ad Agency Web Site Working For Or Against You-5 Key Guidelines : After the tweet, Derek Walker, owner of the agency brown and browner, and I had a conversation via Twitter on agency sites and I wanted to share a few of those tweets. […]
When you’re swimming in it! Heard this before, right? But are you practicing it? I’m breaking the evergreen content rule here, but now is the time when current clients are (ideally) keeping you and your team very busy. Remember what’s on the horizon: Labor Day, Halloween, Thanksgiving and then the December holidays. Some of those […]
The Center for Creative Leadership posted this piece: Image Busters: Eight Common Leader Mistakes, and it brought to mind a question: How many of the “leadership mistakes” mentioned in the post might be unintentionally undermining the great talents that agencies possess? So in that spirit-here are the mistakes/traits from the original post, and then underneath […]
Our 7-17-14 Agency New Business Tools 2014 Webinar is available to view here now, with our accompanying deck on SlideShare here. In the “RSW/US-Mirren 2014 New Business Tools Webinar,” RSW/US Director of Business Development Lee McKnight Jr. digs into report results and provides comparisons, perspective and insight into nine new business tool categories agencies are […]
Miranda Warren and Adam Arriola founded their agency VIA in March 2014. Shortly after, Miranda wrote a post about what the experience of starting your own agency from scratch entails. I’d met Miranda the prior October at the BOLO 2013 conference and after I read her post, I wanted to share it on our blog. Many […]
“The whole CMO musical chairs thing is finally starting to fade.” A quote from an agency principal I spoke with recently. It came from a discussion point around finding the right person, the decision maker, when prospecting. In our conversation, he discussed the pain they’d experienced in prospecting the wrong contacts, and specifically CMO’s more […]
Agency new business is tough. This statement is a surprise to no one. But agency principals often forget this when dealing with everything else that goes on while running the show. Whether you have a team or a single new business director, take the time to inspire them. A piece appeared on Inc. titled Fire […]
I was in a recent kickoff with a new client in NYC and at one point during the meeting, the agency principal remarked that he used to be more concerned about the fact that his shop was no longer a hot, new shop. He said he came to peace with that fact when one of […]
