Prospects Love You On Monday And Forget You By Friday I had a conversation recently with one of our new business directors, and she reminded me of a critically important new business fact. Our conversation was around a story one of her clients told her, and it’s a story I’m betting most of you have […]

On this blog, we try to help agencies, PR firms and marketing services firms improve their new business programs. We typically draw from our own experiences with clients or data from our reports, but I took a dive into several other companies and their content to reinforce 3 “meat and potatoes” sales tips. We’ve made […]

Welcome to “3 Takeaways”, Traditional Blogging Alternatives To Help You Drive Agency New Business. Let’s start out with a stat from “Social Media Today” (and an infographic I’ll link to in the video description): Websites with blogs get 55% more traffic. Content creation will help you get more new business.  You know it and you’re […]

Marketing Charts released an article on our latest 2019 New Year Outlook Survey titled Agencies’ New Business Worries Spike. While we always appreciate the press, it is a bit gloom and doom.  They quote our stats around agencies thinking it will be more difficult to win business this year, in-house agencies increasing and marketers consolidating […]

There’s an unfortunate tendency we see in agency new business communications that doesn’t receive a lot of attention, but it should: that’s telling your prospects something they already know. If you’re doing this, or your new business director is doing this, you’ve got to curb it right away. Some prospects won’t even notice it, and […]

An agency principal asked me a really interesting question recently: Would you ever hire a telemarketing firm? Obviously, I had to set aside the fact that we’re a new business development firm and he meant of course, if I were in his place. I’d never been asked it before.  In our 13 years of business, […]

From our 2019 RSW/US New Year Outlook Survey, an interesting stat: for the first time in five years of our survey, the desire for specialist agencies dropped. And dropped 7%. OK, the sky is obviously not falling, 64% of marketers told us they’re looking for a level of specialization from the agencies they work with, […]

New business should be an agency-wide endeavor, not just driven by a member of leadership or a new business director. But the question is, how does that manifest itself, in terms of the day-to-day, and for those individuals who aren’t tasked directly with new business activity? The 3 takeaways in this episode begin to answer […]

As you’re thinking about next quarter and your new business efforts, I want to issue a challenge to you, and it’s one you’ve heard before: You need to create content for your new business efforts. Before you stop reading (because you’ve heard it all before), let me give you a few key stats, followed by […]

Interestingly, sales outreach used to be a lot sneakier, where salespeople (and I use that term loosely) would essentially try to trick you into opening an email, for example. Fast forward to today, and agencies and PR firms consistently tell us about the ineffective outreach they receive; yet if they’re handling new business internally, often […]