A recent note from one of our clients shows how contagious satisfaction can be. It also reinforced key points from an earlier post celebrating client feedback. First, the note. (For client confidentiality, the prospect company name has been changed.) “Mark, I hope all is well. We just had a go-to-meeting with Acme Insurance. The CMO […]
After the first meeting with a new prospect, what do you do? This is a question born out of our recent RSW/US Agency – Marketer Business Report in which 53% of marketers related that agencies are not sufficiently aggressive following up after a meeting. Getting a meeting with a new prospect can be an adrenaline-charged […]
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 […]
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 […]
Guest post by Peter Gerritsen, President, Taan Worldwide, one of the world’s oldest and most successful networks of carefully selected independent advertising & communications agencies. I was taught early on in the business to do my best to keep clients separate. Treat each like they are the only one. Over the years, I’ve come believe the […]
10 Agency New Business Questions for Mark O’Toole from HB Agency in Newton, MA.” HB is an integrated marketing communication agency, working primarily in clean-tech, medical-tech, and high-tech. HB defines integrated marketing as delivering the right story to the right people at the right time with the right media to advance a business goal. From […]
A new business director at an agency asked me this week if we had any posts on qualifying prospects. And while we touch on the subject often, short answer was, interestingly, no. It is a particularly important agency new business question, and one you should define within your own firm. You might be surprised to […]
We continue our 2013 RSW/US Agency New Business Thought Leader Video Series with Michael Gass, an international new business consultant to advertising, digital, media and PR agencies and the founder of Fuel Lines, which has been rated among the top 100 marketing blogs in the world, according to Ad Age’s Power 150. In this video, […]
The original agency new business questions in this ebook came from a group of agencies who took part in a luncheon at the 2013 BOLO digital conference in Scottsdale, AZ. You can view and download it here in our White Papers section. Agencies were asked to provide one prominent agency new business challenge or question, and initial […]
This article in Forbes by Kevin Daum about the 7 things that really persuasive people (and in my opinion agencies) do, was fantastic! Two reasons: 1. Great advice if you’re in an agency new business role for your agency. 2. Great advice to agencies in general – relative to how they need to think […]
