COVID-19 Disrupted New Business Efforts But Small and Mid-Sized Agencies See Key Advantages Over Larger Firms

While COVID-19 initially disrupted new business efforts this year, small and mid-sized agencies see some key advantages over larger firms, as taken from our annual RSW 2020 Agency New Business Report: Perspective On The Agency New Business Environment, 2020 and Beyond. This is the 10th year of the survey and we present comparable data available […]

Everyone’s a Salesperson When New Business Slows 

For this post, I want to give a shout-out-to all of you in the new business trenches, every mighty salesperson, whether you’re a new business director or a partner at your firm.  It’s no newsflash to point out that this business is hard.  A short, entertaining story to illustrate my point (at my expense):  When […]

One Big Reason Why You're Not Driving More New Business

Some agencies, in regards to their new business program, have a mindset that first meetings with a prospect should be solid gold and close fairly quickly. Those agencies tend to have three things in common: they’re 1) erratic in new business strategy, 2) hire and fire new business personnel fairly often, and 3) are generally […]

RSW Agency New Business Website Series, Pt. 4: Social Proof And Namedropping

Social Proof And Namedropping Welcome to the 4th installment of our series around agency new business websites, and in this case, social proof and namedropping. First, let’s talk about one of my favorite sitcom characters, Tahani Al-Jamil. You don’t need to know much about NBC’s The Good Place to get an idea of what’s going […]

The New Business Gang’s All Here-Not Always A Good Thing

The New Business Gang’s All Here-Not Always A Good Thing   I had a question from an agency principal recently about first meetings with prospects.  This principal typically went into first meetings via referral, so more of a comfort feel walking in versus a meeting resulting from pure prospecting.  Similarly, in terms of pitching, the same principal who can crush a pitch presentation […]

RSW Agency New Business Website Series, Pt. 3-Minding Your Website Analytics-Avoid The Rabbit Hole

RSW Agency New Business Website Series, Pt. 3: Minding Your Website Analytics Without Going Down the Rabbit Hole Welcome to the 3rd installment of our series around agency new business websites, in this post, we’re talking website analytics. If you haven’t yet, this series provides further context around our latest eBook, A Guide To Help […]

RSW Agency New Business Website Series, Pt. 2: SEO, or How I Learned To Stop Worrying And Love The Metadata

RSW Agency New Business Website Series, Pt. 2: SEO, or How I Learned To Stop Worrying And Love The Metadata Welcome to the 2nd installment of our series around agency new business websites, and in this case, SEO. In our previous edition, we covered the thought processes and design adjustments that make all the difference […]

The Mark Of A Truly Great New Business Director 

The ongoing new business challenge for agencies: who drives new business? Is it the principals, a new business hire, a firm like ours?  And if it’s a new hire, how to find that truly great agency new business director? All the above options are, of course, viable, although agencies tend to go the hiring route.  We’ve written quite a few […]

RSW Agency New Business Website Series Pt 1 Is Your Agency Website Driving New Business Away

Agency New Business Website Series, Pt. 1: Is Your Agency Website Driving New Business Away? Welcome to the first in a series of posts about building better agency new business websites. Your agency website is the hardest working member of your new business team. Period. Yet, as important as it is for an agency website […]

3 Takeaways Ep.49 - When You’re Behind The New Business 8 Ball And It Shows

It’s never a good situation to be behind the new business 8 ball. And there are many agencies who paused new business over the past several months that are now kicking things back in.  That’s good, I commend that, but many of you may also be in a place where you need that closed business NOW, essentially.  Being […]