Our 2016 Thought Leader Survey presented questions from six industry Thought Leaders about current developments and trends in the industry.  Each panelist also offered a piece of agency new business advice.

Blair Enns, founder of Win Without Pitching is one of the Thought Leader panelists.

Blair Enns 16x9 (2)


Win Without Pitching is a sales and marketing training company serving the creative professions. The company helps agencies transform from a pitch-based business development approach to one where they command the high ground in the buy-sell relationship and take control of how their services are bought and sold.

Prior to launching Win Without Pitching in 2002, Blair spent a dozen years in account service & business development roles for some of the world’s largest advertising agencies and some its smallest design firms.

Following the release of the RSW/US 2016 Thought Leader Survey report, Blair posted this article, The Only New Business Indicator That Matters.  The article emphasizes how important it is for agencies to enable themselves to affect the buying process, and quantifies the odds of winning the business when they do so.

I’ll let Blair’s post speak for itself.   Read it in its entirety here.


Take full advantage of the Thought Leader panel and their expertise.

In case you missed it, Mark O’Brien of Newfangled provided a guest post for us recently: No Silver Bullets for Agency New Business. Watch our blog weekly for more Thought Leader insights.  Their posts are being published in the ANB, our weekly newsletter as well.  Sign up for it at the bottom of the RSW/US home page.

Mark is a 30-year veteran of the consumer packaged goods, advertising, and marketing service industry. Mark started his career at DDB Needham in Chicago prior to earning his MBA from the J.L. Kellogg Business School at Northwestern where he majored in Marketing and Economics. Prior to starting RSW/US in 2005, Mark was General Manager for AcuPOLL, a global research consultancy. Sneider worked in Marketing for S.C. Johnson and KAO Brands. Sneider has been invited to speak at numerous Agency events and network conferences domestically and internationally including the 4A’s, Magnet, NAMA, TAAN, and MCAN. Sneider has been featured in prominent industry publications including Adweek, Media Post, e-Marketer, and Forbes. When not working (which often seems like not often), Mark likes to run miles, go to church, and just chill with a hard copy issue of Fast Company.