We All Do The Same Stuff-Ad Agency Business Development  

In a presentation I gave to the Portland Ad Federation (a shout out and thank you for having me!) on ad agency business development, I kicked it off with the statement, “We all do the same stuff.”  I was referring to agencies overall, although it’s not actually my quote.  I took it from a panel on […]

Two Secrets For Writing Engaging Agency New Business Content

Two Secrets For Writing Engaging Agency New Business Content  We recently had a client come to us as they plan an internal review of their agency communications, and they asked several salient questions across categories and disciplines relating to new business.  One of those was a question I wanted to share, because agencies ask some version of it often:  What blog post subjects seem to be […]

Why Agency New Business Prospect Lists Need The Human Touch

Why Agency New Business Prospect Lists Need The Human Touch It can be tough to search for new opportunities while maintaining your current client load, and creating solid prospect lists is equally as tough. Across the board, it can be difficult to know how to prospect for new business effectively.  Where do you even begin? […]

Unique Positioning Without Supporting Content Is Wasted Positioning 

As we wrap up our content focus on our 2020 Agency New Business Report, I read a few articles recently that tie in nicely to a key stat I haven’t discussed yet.   63% of agencies stated their agency’s positioning is “somewhat unique” . . . and 23% indicated their positioning is “extremely unique”.  Interestingly, last year in […]

RSWUS Webinar Perspective On The Agency New Business Environment, 2020 and Beyond

Our 9/30/20 webinar, Perspective On The Agency New Business Environment, 2020 and Beyond, presented by RSW/US President, Mark Sneider, that digs into the findings of our 2020 Agency New Business Report. This is the 10th year of our survey and Mark presents comparable data available across all previous editions, providing insight on trends in key […]

2020 Agency New Business Report - Part 3 Optimism & A Few Reasons To Have It

We’re continuing with our third and final episode, Optimism & A Few Reasons To Have It , based on our 2020 Agency New Business Report, which you can download below.   In our first two episodes, we had some sobering stats around new business so far in 2020, but there are reasons for optimism looking forward.  For today’s […]

2020 Agency New Business Report - Part 2 Small Agencies Have Work To Do

2020 Agency New Business Report – Part 2: Small Agencies Have Work To Do We’re continuing from our last episode based on our 2020 Agency New Business Report, which you can download at no cost at the URL at the end of this post.  In that episode we talked new business success and opportunities, what that looked like, and in this episode, we get […]

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 […]