Building on the release of our 2019 RSW/US New Year Outlook Survey Report, Mark Sneider, Owner/President at RSW/US, covers the most notable highlights in this 2/14/19 webinar. Mark talks the state of finding and winning agency new business, roster consolidation trends, client perceptions of agency ROI, and traditional ad spend expectations from agencies and marketers. […]

The Advertising Age article, The Ad Agency of the Future Is Coming. Are You Ready?, is one that you may have seen.  If you haven’t, set aside some time to read it. As industry leaders from Procter & Gamble, Wunderman, PepsiCo, Omincom and others describe their views of the “Ad Agency of the Future”… how […]

Two recent posts have addressed the importance of managing the introductory meeting process with new prospective clients, from pre-meeting planning and strategy, to managing the meeting itself. Following the meeting, the work is likely to continue. In Our “Check the Boxes – Getting to Close” webinar  (or slides) for agency new business, we related that […]

  Our recent webinar, Frustration Breeds Opportunity – Tensions between Agencies and Marketers, describes dynamics that increase the challenges for new business development. Just a couple among them are: 1. Marketers tend to be consolidating agencies 2. A majority of agencies express intent to be increasingly aggressive in new business activity. 2015 is almost a […]

Our 7-17-14 Agency New Business Tools 2014 Webinar is available to view here now, with our accompanying deck on SlideShare here. In the “RSW/US-Mirren 2014 New Business Tools Webinar,” RSW/US Director of Business Development Lee McKnight Jr. digs into report results and provides comparisons, perspective and insight into nine new business tool categories agencies are […]

A new business director at an agency asked me this week if we had any posts on qualifying prospects. And while we touch on the subject often, short answer was, interestingly, no. It is a particularly important agency new business question, and one you should define within your own firm. You might be surprised to […]

This is Part 12 of a 17 chapter eBook, “Agency New Business: Put On That Damn Sales Hat,” which you can download at no cost here. The eBook covers everything from pre-prospecting preparation to working opportunities to close. The majority of the eBook focuses on elements that agencies either often overlook, are too busy to consider, […]

From our ad agency new business Counsel on Closing webinar (view here), an assemblage of the best tweets sent during  the webinar. Thanks to all who tweeted! -Main reason marketers look for new agencies= 44% not happy w/ strategy or thinking #RSWUS -78% Marketers say Agencies don’t know enough about them #RSWUS -Marketer Reasons for Saying Agencies are […]

A reach back into the RSW/US agency new business vaults: You can watch our webinar  First Meeting and Closing Effectiveness – 78% of Agencies Don’t Know Enough, here. Neal Kielar from Agency Babylon summarized the main points from that webinar, and yuo can see those in his tweets below: bite-sized pieces of new business inspiration. -Weak strategy […]