Posts

Marketers must feel like they live under a waterfall with the steady volume of agency new business contacts they receive each week.  We DO talk with a lot of them every day, and a common refrain we hear is some variation of: “Do you know how many (fill in the blank: calls, emails, letters, etc.) […]

And Persistent.      Okay.  I said it.  AGAIN. We do talk about polite persistence a lot at RSW/US.  Actually, we do more than TALK about it, we practice it.   But if you’re a bit weary of us talking about being “politely persistent” in pursuit of new business prospects for clients, we could call […]

I’ve been on a jag lately in regards to clarity and conciseness in your new business messaging. (Well, not just lately, actually constantly.) Any time I write an email, a letter-whatever vehicle I may be using to prospect-I always ask myself, “How can I make this shorter, more concise and more relevant to the prospect?” […]

if you missed the Fuel Lines Conference in Nashville last week, I strongly recommend you attend next year. Michael Gass put on a first-rate new business conference, aimed squarely at small to mid-sized agencies. I was privileged to present and have included my deck from the presentation below.  (I’m told there’s audio of the presentation as well, […]

This chart probably makes the point best:  Marketing Technology has EXPLODED over the past five years. In 2011, the Chief Marketing Technologist Blog identified 100 Marketing Technology firms.  As of January this year, that number approached 1900.  Little doubt it will have passed the 2000 mark by the time January rolls around again. So what […]

  It’s like returning to the Ant Farms of our childhood as we turn to the fifth important animal trait for future-proofing your agency. One reason ants are inspirational is their characteristic of working in a highly coordinated fashion. They modify their habitat and adapt to environmental changes; they utilize available resources and deploy division […]

On a regular basis, we survey Marketers individually for input that establishes benchmarks on how their current agency is performing. One of the questions asks Marketers to assess the ability their agency exhibits in keeping pace with the evolution of digital marketing.   With only 47% of Marketers saying their agency is ahead of the “digital […]

  Tenacious.  Competitive. These are just a couple of words to describe the Badger, one of the animals highlighted in our Infographic, 8 Animal Traits You Need to Future-Proof your Agency. It’s fairly obvious that these are traits an Agency needs to possess for success.  But yet another trait of the Badger is very relevant […]

  “When we are planning for a conversation or meeting, typically we think about the task and objectives.  But how much time do we plan the relationship?…how can we connect at a deeper level…?”   These lines jumped out at me as I recently read excerpts of an interview conducted by the Center for Creative […]

I was on a call with a few agency principals and the subject of prospect/list volume came up. They were in the position of having an abundance of work with one (large) client, a very smart, talented mid-size agency, and wanted to be selective about what they went after. I mean, really selective, like potentially […]