Agencies love to talk about the culture they’ve created, and it is important, but far too many firms use their culture as the main driver of their new business effort. That’s a mistake, because your prospects don’t care about your culture – at least not right out of the gate.  

Project work is the primary way agencies get business these days, and we’ve talked to firms who are handling way too many smaller projects. It creates an untenable hamster wheel where your team gets burned out because they’re working just as hard on the smaller projects as they do on the bigger projects. So how […]

This episode comes from a conversation I had with an agency principal. Overall, this principal said he was optimistic about the industry, but struggled with the lack of client loyalty, the RFP slog and potential clients constantly shopping. Our 3 Takeaways provides you with some important food for thought if this sounds familiar.

Content creation will help you get more new business. You’re probably tired of hearing that. Understandable. But the fact is, websites with blogs get 55% more traffic*; however, creating content doesn’t have to mean traditional blog posts. So for your 3 takeaways, here are alternatives to traditional blogging you may not have considered. (And keep […]

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 […]

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 […]

In this episode of 3 Takeaways, we talk the agency new business hit and run: one project and you’re done. It’s great to get that initial project, but the goal is to land and expand. Sometimes you know going in that’s the situation, just one project, but more often than not agencies don’t do enough […]

In this episode of 3 Takeaways, RSW VP of Sales, Lee McKnight Jr, talks an unfortunate reality in our industry: new business directors at agencies last, on average, 18 months. Incredibly frustrating for agency owners when they have to deal with that revolving door. So why is this? The reasons are numerous, but in this […]

The question has come up a fair amount from agencies we talk with: should we list our capabilities or our services on the prime real estate of our site? The answer may seem obvious, after all, many agencies handle services on their site this way, but once you’ve seen our 10th episode of 3 Takeaways, […]