You’ve probably read or heard a good deal about storytelling in sales in the past couple of years, but one important thing to know: don’t start with storytelling in agency new business. Just google storytelling in sales or some version of that and you will see countless articles/blog posts. When it comes to new business, […]

This is 3 Takeaways Ep 34 – All I Want For Christmas Is A Reasonable New Client, the RSW agency new business video series where we give you three takeaways to help improve your new business program. Welcome to our Christmas episode-we’re talking all things new client today, and the ongoing quest to find, not […]

This is “3 Takeaways”, Ep 33 – The Ad Agency Positioning Delusion: the RSW agency new business video series where we give you three takeaways to help improve your new business program. We’ve released our 2019 Agency New Business Report and one thing we know for certain-agencies and marketing services firms like to hear about […]

This is “3 Takeaways”, 3 Tips To Help Retain Your New Business Director, the RSW agency new business video series where we give you three takeaways to help improve your new business program. If you don’t know us, it’s shameless plug time: we’re an outsourced business development firm, and we’re celebrating our 15th year helping […]

Welcome to 3 Agency New Business Tales of Terror II, our second horrifying Halloween episode of “3 Takeaways”, our agency new business video series where we focus on one new business category and give you three takeaways to help improve your new business program. I’m your host on this dreaded tour, Lee McKnight Jr, VP of […]

Today we’re talking email fails in our 30th episode of 3 Takeaways. These are real sales emails I’ve gotten recently that I hope will serve as road signs to help guide you in your new business program. We all get the generic, cute, and ineffective emails from salespeople, but this first example was just irritating. […]

Let’s talk about proposals, and proposal pitfalls. More specifically the timing and expectations around them, and three proposal pitfalls to avoid. Like anything else new-business related, we’ve seen agencies that crank out proposals and some that agonize over every part of them.  Both have their issues. If you’re cranking them out, they’re probably fairly cookie […]

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. Think about how busy you […]

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 project 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 […]

Some agencies decide they want to land that big client and go prospecting for whales, focusing their new business strategy solely on 5 to 10 of those in the hopes of landing just one. Aspirational prospects should be included in your new business plan, but this 25th episode of 3 Takeaways explains why it’s not […]