The Mark Of A Truly Great New Business Director 

The ongoing new business challenge for agencies: who drives new business? Is it the principals, a new business hire, a firm like ours?  And if it’s a new hire, how to find that truly great agency new business director? All the above options are, of course, viable, although agencies tend to go the hiring route.  We’ve written quite a few […]

How Agencies Manage New Business And Two Ways To Beat The 18 Month Curse

In our latest report (2019 RSW/US New Year Outlook Survey), one section delves into Management and Effectiveness of New Business Programs, and we asked agencies the question, “How Are You Managing New Business at Your Agency?” Per the graph below, 45% of agencies told us they managed the process without a new business director and […]

Agency New Business

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 […]

Paul Pomeroy

Following is the second in a series of monthly posts titled, “10 Agency New Business Questions,” in which we ask individuals who’ve found success heading new business at their respective agencies 10 questions regarding their new business strategy and experience. In this post, we asked 10 Agency New Business Questions to Paul Pomeroy at ab+c in […]

Jeff Fromm

In this inaugural post, we have 10 Agency New Business Questions for Jeff Fromm at Barkley in Kansas City, MO. Jeff is Executive Vice President & Coauthor of “Marketing to Millennials: Reach the Largest and Most Influential Generation of Consumers Ever,” and the lead editor of the blog, In addition to his marketing degree from […]

The Myth Of The Ultimate Agency New Business Rolodex

The great dilemma: hire an outsourced company like RSW/US or hire an internal new business person, perhaps one who has the fabled “ultimate agency new business Rolodex”-it’s a difficult decision. I’m not going to give you all the self-serving reasons why you should go with a company like ours, because we’re not always the right […]


Getting your agency employees on the new business bandwagon can greatly enhance your chances of success in obtaining new clients.  But I don’t have to tell you, it’s easier said than done; especially for mid-size and smaller agencies, as time is at a premium and taking care of clients invariably (and understandably) comes first.   […]


The answer of course is both, but let me explain. Last week I read a fascinating interview with Herbie Herbert, the manager of Journey from their inception until the late eighties or so.  I didn’t read it so much because I like Journey (although I do, I’ll admit it) but because of the background machinations of […]

frontline combat

Hire someone internally to handle your agency new business effort or look outside to a company like RSW/US or others out there. A tough call perhaps, the good news is you’re thinking about it. (You are, right?) Let’s focus on that internal hire, and more specifically the hiring process for the purposes of this post. […]