Entries by Lee McKnight Jr

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You Dare Not Speak Its Name-The Agency New Business Rut And What To Do About It

It happens to the best of us – you get stuck in an ad agency new business  rut. You’re in a bit of a slump. Those client wins aren’t coming in as quickly or easily as they used to. So what do you do – besides go to Starbucks and drown your sorrows in a […]

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The Ad Agency New Business Technique You’ve Never Tried

Okay, maybe you have, but this agency new business technique was a first for me. I was talking to an agency principal last week about our services and asked how they’d been handling new business. In answer, he related what we hear often from agencies: his desire to stay consistent with a new business reach out […]

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Ad Agency New Business Proposal Basics-6 Steps

We’ve talked about the agency pitch before, but when I came across this Marketing Profs post by Doug Stern and Jaclyn Landon, I thought about the fact that we haven’t really focused a post on writing a proposal, and new business proposal basics. Doug and Jaclyn’s post is called Six Keys to Writing a Great […]

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A Cringe-Inducing Ad Agency New Business Tale: They Didn’t Qualify

  Some of the best ideas for posts come from the agencies we talk to every day. A recent case in point: this week I was discussing a few facets of ad agency new business: agency specialization, prospect qualification and agencies being able to “walk the walk.” As the story goes, this agency had several […]

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Is it time to pack it in? (or even more rookie mistakes ad agencies must avoid to gain more new business)

I wrote a post not too long ago about some rookie new business mistakes we see agencies making online (like not linking to your blog from your site, no social media buttons on your homepage, etc.). Consider this post something of a part two. A brief list below of online occurrences that, best case, will […]

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What You Must Remember To Do Before The Ad Agency Pitch

If we can sing our own praises very briefly, we’ve had some strong client wins lately and one in particular that was a reminder of what you should, or really must do, before you go into that first ad agency pitch meeting. This particular RSW/US client is a B2B communications firm and their prospective client […]

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Agency New Business Case Studies When You Don’t Have Results?

Case studies are often the bane of our clients’ existence, especially at the beginning of a targeted new business effort. There’s a lot of craft that goes into any given case study (I know, I’m preaching to the choir on that point). Length, form, and content are only some of the factors that go into […]

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