It’s time to address your sad, sad new business emails, it is indeed. Although I hope they’re not literally your emails, because if you’re sending out messages like the ones I lay out below, it’s time to recalibrate. We all get the generic, cute, and ineffective emails from salespeople, but I got one this week […]

Let’s talk about proposals, and 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 cutter and […]

My musical tastes tend to stay around 80’s and 90’s indie music, but I have a soft spot for several classic metal acts, and that culminated in taking my teenage son to see Iron Maiden. Regardless of your thoughts on the music, 45 years in, they put on an amazing show and are as proficient […]

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 […]

I’m going down a rabbit hole with this one, but it’s a topic near and dear to my “sales email” heart. That is, leading a 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. […]

Marketing Charts released an article on our latest 2019 New Year Outlook Survey titled Agencies’ New Business Worries Spike. While we always appreciate the press, it is a bit gloom and doom.  They quote our stats around agencies thinking it will be more difficult to win business this year, in-house agencies increasing and marketers consolidating […]

New business should be an agency-wide endeavor, not just driven by a member of leadership or a new business director. But the question is, how does that manifest itself, in terms of the day-to-day, and for those individuals who aren’t tasked directly with new business activity? The 3 takeaways in this episode begin to answer […]

Taking more inspiration from LinkedIn: Lindsey Slaby from Sunday Dinner (who you should follow), threw out a great question on LinkedIn: Is a chemistry meeting more challenging than an actual pitch? I would say yes.  Lindsey initially points out, “There’s most likely no brief. And the wrong approach quickly eliminates an invitation to further discussions.” […]

I own far too many t-shirts. It’s true, and I accept it. What does that have to do with anything?  Over the course of traveling and meeting/talking with agencies, I take notes on potential blog topics. Going over those notes recently, I saw several key takeaways that really would make for excellent t-shirt slogans. Granted, […]

This is the second in our series of mini-infographics that highlight key takeaways from our 2018 RSW/US-Mirren New Business Tools Report. In this infographic, we look at overall effectiveness of new business tools by category, and you told us resoundingly that there’s work to be done. Looking at 5 of the main categories, Social Media, […]