In our recent survey on Ad Agency new business, principals of Agencies note they continue to struggle with finding and maintaining effective new business managers. 69% of all respondents in the survey stated they replaced (on one or more occasions) the new business manager they brought into the Agency to help them build business. The […]
As a result of efforts to encourage more RSW/US employees to guest on our blog, we’re excited to have one of our List Development Managers, Jake Cripe, supply us with some thoughts on a topic that’s probably not discussed enough, ad agency new business lists. While our new business directors are at the forefront, the […]
We occasionally run into agencies that feel it necessary to be all-inclusive, running ad agency new business by committee – they don’t want to leave anyone out of the decision-making process. While this might be good for some business decisions related to the agency, it can be disastrous for new business. New business requires quick […]
I was recently in a monthly ad agency new business update call with a client and he was on his cell. I could only hear 1/2 his words because his cell was breaking up. At one point, he paused, and said “how about I call you back on my land line”. “Ok, I said.” During […]
In our latest survey on First Meetings and Closing Effectiveness (download survey) there is a great divide that is unearthed between what Agencies say they are giving Marketers during first meetings and what Marketers say they are getting. At the end of the day, at the end of the meeting, you want your Marketing prospect […]
Consistency is the mother of all virtues when it comes to ad agency new business prospecting. Consistency of messaging, consistency of methodology, and consistency of outreach. This is not only important leading up to the meeting, but it is also critically important after the meeting – as you work your way to close. I […]
A big agency client is great (obviously). They can be the bread and butter of any agency organization. Unfortunately, I’ve seen way too many agencies get consumed by large clients to the point that they no longer have the time or the desire to look for new business. “Simply don’t have the time” some […]
