Entries by Lee McKnight Jr

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We asked 20 ad agency principals to write their elevator pitch-19 came back with we’re strategic. #fail

Been talking this agency new business issue since the start of RSW/US in 2005. It’s the old cobbler’s children have no shoes syndrome. I remember presenting to a group of advertising owners in Kansas City in 2005 and asked the 20 of them to write down their “elevator pitch” on a piece of paper. 19 […]

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Can we call it something else besides “Adding Value?”

I came upon a post from Dosh Dosh about adding value. It’s something we espouse here at RSW/US, but I cringe at the phrase-it’s just become so trite. So I liked going back to the tried and true: Because some people still don’t get it. What’s the underlying principle for successful online marketing, selling or […]

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Ad Agency New Business Darwinism

One of our New Business Managers passed an article around this morning from the Miami Herald site entitled PR and Advertising are at a Crossroads. I doubt anyone that reads this blog or is a part of the agency world needs to be reminded of this “crossroads,” but the article has a few interesting points. […]

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Agency New Business-Forget the Shotgun Approach

I think most people that follow social media are familiar with Michael Gass these days, but just in case, Michael heads an agency new business consultancy with a focus on social media. Well worth a visit. Michael had a good post yesterday on his blog, Fuel Lines titled, Expand Your Agency By Narrowing Your Focus. […]

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Gotta’ Show, Gotta’ Tell

Tom Martin, President of Zehnder Communications posted a few weeks ago on Ad Age’s Small Agency Diary with a piece called “Use Show & Tell to Sell Your Ideas” and while it’s not directed at agency new business per se, I thought some of the principles he discusses ally themselves nicely with a new business […]

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Social Media Peer Pressure

In keeping with the theme of our latest posts here on The ANB, Mack Collier at The Viral Garden blog had a post last week that plays nicely into our current dialogue. It’s titled Companies, Don’t fall for Social Media’s Fear Factor and brings perspective to the current social media onslaught; also adapting nicely to […]

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Everyone is calling your prospect

So, we talked about posts here on The ANB including more traditional new business methods, like the sometimes daunting cold call. While the social media component is gaining light-speed, actually speaking to someone still ranks high on the list of methods to gain new business for our marketing services clients. (We actually don’t like to […]

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“Get on Twitter” is not a Social Media Strategy

This blog continues to be a source of motivation for us at RSW/US as we think about better ways to present valuable new business content amongst the myriad other blogs clamoring for your attention; specifically in terms of content that will benefit agencies and clients alike. So in that spirit, we want to bring in […]

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Isolation Booth Part II

The comments from the PJA agency new business post are well worth a look and there’s one in particular that I might say is RSW’s mantra (or one of them): Agency new business development, irrespective of the strategies or tactics employed, is not a part-time proposition. You can’t just drop into the new business landscape […]