Our Director of Marketing Communications, Miguel, sent over a sales email he received. The subject line was Titanic!, and the first sentence was Hi Miguel, Pretty good ice breaker, right? Some of you reading will find this clever, and I actually think it is, on its face. Others of you reading will find it annoying […]

One of the most frustrating challenges in agency new business? When your prospect goes dark. Always tough, and agencies tend to get worried or even desperate when it’s been a few days or weeks, understandably so. You can’t get anxious (easy for me to say I know) and when you do reach back out, find […]

What do I mean by selling the invisible? The notion came, as many solid post topics do, from a conversation I had with an agency team on how the industry has changed, relative to new business. More specifically, one of the principals asked me how our world of new business development had changed in our […]

I attended a presentation from new business leaders at their respective agencies, and there was an interesting dichotomy between the individuals on stage and in the audience. The five on stage all worked at agencies that were part of major holding companies.  The audience, conversely, as shown by a show of hands in response to […]

I’m going down a rabbit hole with this one, but it’s a topic near and dear to my “sales” heart. That is, leading sales email with “Hi, I hope you’re well.” May seem like a minor thing, and maybe it is, but the topic, or practice, comes up more than you might think. And a […]

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 also experienced. This agency had a great first meeting with […]

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, […]

In our latest report (2019 RSW/US New Year Outlook Survey), one section delves into Management and Effectiveness of New Business Programs, and we asked agencies the question, “How Are You Managing New Business at Your Agency?” Per the graph below, 45% of agencies told us they managed the process without a new business director 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 […]

In our 2018 Agency New Business Thought Leader Survey Report, Jason Parks, EVP/Managing Director at Barkley asked the following question: Are you satisfied with the success of your new business plan/program? As my post title points out, 64% said no. And Jason also asked, “Why do you feel the program has been a success or […]