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 […]

I can throw out all the reasons your new business efforts aren’t effective: no consistency, no plan, no one owns the effort, to name a few. These are all valid reasons and I don’t mean to diminish their importance with a quick list, but recently, I’ve seen several patterns reoccur across multiple firms I’ve spoken […]

Several of us here in the office made a day trip to Akron, OH for a meeting, and a member of our team (nice recommendation, Steve) suggested we have lunch at a local/regional favorite, Swensons Drive In. Their tag line is “America’s Best Cheeseburger”, a lofty claim to make, to be sure.  Apparently, Forbes said […]

I had an opportunity to conduct my first pitch consulting engagement this week with an agency in the Southeast. The agency is really good at winning smaller assignments but historically struggles to win the bigger client prizes. As part of the process, I reviewed their proposals and RFPs won and lost, and had them present […]

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 spent time at MarTech West the other week listening to keynote speakers and visiting all 80 of the exhibitors at the show.         I talked with each of these exhibitors to learn directly from them about the trends and challenges and opportunities they are facing – as well as the challenges […]

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 […]

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 […]

A recent RSW-led analysis of the average number of touches (phone, email, mail, social) it takes to get a meeting revealed some pronounced differences by industry. As we’ve known since we started our business in 2005, an agency new business program takes polite persistence, a value-added approach to outreach, and solid content to win the […]

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 […]