Where Will Your Prospects Spend This Year In Media?

On the subject of marketing spending expectations by type of media in our New Year Outlook Report, a bit of background to start: 2017 is the first year where marketers and agencies are actually aligned, versus previous years: In 2011, 85% of agencies believed their marketing counterparts would “Somewhat” or “Significantly” increase their Social Media…
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The Main Goal of Your First New Business Meeting Is Not What You Think

OK, the main goal of any first new business meeting is actually getting a second meeting, but that’s not what I’m thinking about as I write this post. Some agencies, regardless of how they’re driving their new business program, feel like first meetings with a prospect should be solid gold and close fairly quickly. Those…
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Referrals On The Decline and In-House Agencies On The Rise-What’s An Agency to Do?

If you’re not feeling it yet, you will.  The changing agency and marketer landscape has significantly impacted the way agencies find and win new business. No longer can agencies exclusively rely on referrals and networking to drive the success of their firm. Once an almost exclusive source of new business for marketing agencies, referrals from…
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You’re An Agency-Stop Agonizing And Embrace It

There was a panel at Advertising Week in New York of independent agency leaders who were all asked: Is now a good time to open an advertising agency? (I’m sure you have thoughts on the question.) Spoiler alert-the answer was a resounding yes from the panel and I think the recap on The Drum is…
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Your Culture Will Not Get You In The Door With A Prospect

Do yourself a favor and read 4 Reasons the Death of Agency Culture, a Vital Differentiator, Is Near when you get a chance.  There’s a lot to digest that I can see agencies embracing, as well as vehemently disagreeing with. The points raised are important ones, and as ever, I considered the author’s stance from…
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All Your Agency New Business Thought Leader Interviews In One Place

As we bring our Agency New Business Thought Leader Series to a close, we wanted to provide a place to find all six of the interviews our owner, Mark Sneider, recorded with each thought leader. Each interview is below: Michael Gass David C Baker Laurie Mikes Drew McLellan Jody Sutter Tim Williams Thanks again to all…
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Agencies Are Confident In Their Ability To Differentiate-Is It Realistic?

As part of our latest survey report release (RSW/US 2017 Thought Leader Survey Report), we’re focusing in on specific thought leaders and the insights unearthed from the agencies who took our survey. Drew McLellan is the focus of this post. Drew has worked in advertising for 25+ years and started his own agency, McLellan Marketing…
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New Business Must Be Part Of Your Agency Culture

I was invited to speak at an agency recently and the topic was “creating a culture of new business within the agency,” specifically aimed at small to mid-sized agencies. (The agency actually put together a new business week, focusing on different aspects of strategy, process and tools-something to consider.) Throughout my presentation, I focused on…
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The 2017 RSW/US New Year Outlook Survey Report Is Available Now

200 marketing agency executives and senior level marketers across the United States and Canada completed the 2017 RSW/US New Year Outlook survey during December, 2016. 2017 RSW/US New Year Outlook Survey Report   Download it here and featured in Adweek: New Study Finds That Agencies and Marketers Are Still at Odds in 2017  2017 Outlook for Advertising…
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Mariah’s Agency New Business Lesson

Something about a dropping ball should make any performer nervous on New Year’s Eve, I would think. I know.  You’ve probably already heard far more than you ever wanted to or imagined you would about Mariah’s monumental moment on New Year’s Eve. A frustrating way to end 2016 for her, I’m sure.  Still a great…
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