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 […]

Coming off the Small Agency Conference and Awards, Ad Age wrote a piece called Why Big Brands Choose Small Agencies. It’s a series of quotes from agency principals on why smaller agencies are doing more work for bigger brands, and while none of them touch on new business directly, the article should stand as a […]

An agency new business topic that consistently comes up is proposal timing, and how soon is too soon. It’s a question we get asked, and the answer is not straightforward. The answer depends on a number of factors, like vertical, service offering and prospect size (in terms of revenue). There are certainly situations where the […]

An Adweek article and a conversation about clients who favor tactics versus problem-solving gave me inspiration for this post. Starting with the article: it’s titled It’s Time for Brands to Go Back to Basics and Entice Consumers With Strong Design and Copy, and it I think most agencies need to read it in order to help […]

While the beautiful machinations of Cannes continue to flood Twitter (brands need to find meaning and purpose!  Apparently brands are human beings?), you’re taking care of your clients and working hard to grow your agency. But many of you are getting in your own way. Time to get back to basics. You need a more […]

Coming fresh off the Mirren New Business Conference, I always come back with several solid takeaways I like to share. This year more than others, we had agencies ask about the efficacy of pursuing search consultants as part of a new business strategy. It’s tricky, because there are obviously some very effective consultants out there, […]

HubSpot released a report I was happy to be a part of (Marketing Agency Growth Report 2018), and while I provided a few thoughts in a previous post on the report, one topic I thought was handled deftly was referrals. We’ve spoken to the topic on a few occasions previously, but Jason Swenk brought up a […]

Building quality marketing lists had always been the bane of our existence at RSW/US. Not any more.  Not since our launch of RSW/Lists, the first guaranteed accurate, self-service list sales website in the country. We would subscribe to different services and no matter the service, the quality of the marketing lists we’d buy were never […]

We’re big believers in celebrating along with our clients when we help them close business. As part of that, we’ve created our latest case study and accompanying win video to highlight the path to success. Agency New Business Case Study: Corporate Responsibility and Purpose-Driven Marketing Brand Strategy Agency  You can read the entire case study via the link above, […]

I’ve had prospects and clients alike question the efficacy of blogging for new business.  Or just blogging, period. You should be doing it, and here’s why. I spoke with an agency prospect this week who told me about a client he lost the previous year who represented 45% of the agency’s business. You know the […]