Entries by Lee McKnight Jr

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The Mark Of A Truly Great Agency 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 […]

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3 Takeaways Ep.49 – When You’re Behind The New Business 8 Ball And It Shows

It’s never a good situation to be behind the new business 8 ball. And there are many agencies who paused new business over the past several months that are now kicking things back in.  That’s good, I commend that, but many of you may also be in a place where you need that closed business NOW, essentially.  Being […]

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New Business Ideas from an Agency in the Trenches-3 Takeaways Ep41

Hey, hope everyone’s doing OK, this is episode 41, “New business ideas from an agency in the trenches”. First, thanks to all of you at agencies and PR firms that have given us feedback-we really do hope these episodes help as you’re trying to figure out how to keep your new business efforts going. And […]

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Agency-Marketer Response to COVID-19 Survey Report Available Now

We know there’s a large amount of content around COVID-19 right now, but we hope our latest report, Agency-Marketer Response to COVID-19 Survey Report, will be of particular interest to you and other firms out there.     Specifically, because we surveyed your peers, but also marketers, on their response to the situation. You can download here. Our report covers spending […]

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Prospecting Prep for Agencies – Now and in the Future-3 Takeaways Ep40

Welcome to “3 Takeaways”, episode 40, “Prospecting Prep for Agencies – Now and in the Future”.  If you didn’t see our latest video, episode 39, view it here. We’re talking about making adjustments to your agency new business strategy and to prospecting. As we’ve discussed before, you can’t stop the new process, it’s more important […]

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Six Tips To Help Your New Business Prospecting This Week

In this post, I’m giving you six tips to help your new business prospecting this week-I hope you’re all doing OK and staying safe. To kick things off, I’m guessing as well-intentioned as a lot of the messaging has been this past week, “uncertain times” is going to be at the top of the list […]

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Your Biggest Agency Pain Point In 2020-3 Takeaways Ep37

In this “3 Takeaways”, we talk your biggest agency pain point in 2020: pursuing new business. Watch this episode to see if your agency fits the description of one of our takeaways, and what it means for your firm. This is a good episode to jump on board if you haven’t seen us before, and […]

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Agency Consolidation Plans Marketers Expect In 2020-3 Takeaways Ep36

In this “3 Takeaways”, we talk about agency consolidation plans marketers expect In 2020. What can you do to insulate your agency from that event? Find out in this episode. This is “3 Takeaways”, the RSW agency new business video series where we give you three takeaways to help improve your new business program. Give us a […]

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Why “Fix It Now” Doesn’t Work For New Business

We’ve all been in a situation where “Fix It Now” becomes a mantra we repeat over and over in the face of a problem that could have been avoided with preventative measures. Bill Schick, founder of MESH interactive in Boston, had an insightful post on LinkedIn around this topic, and as ever, I looked at […]

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3 Takeaways Ep35-Don’t Start With Storytelling in Agency New Business

You’ve probably read or heard a good deal about storytelling in sales in the past couple of years, but one important thing to know: don’t start with storytelling in agency new business. Just google storytelling in sales or some version of that and you will see countless articles/blog posts. When it comes to new business, […]

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