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.
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.