In our latest survey on First Meetings and Closing Effectiveness (download survey) there is a great divide that is unearthed between what Agencies say they are giving Marketers during first meetings and what Marketers say they are getting. At the end of the day, at the end of the meeting, you want your Marketing prospect […]
It happens to the best of us – you get stuck in an ad agency new business rut. You’re in a bit of a slump. Those client wins aren’t coming in as quickly or easily as they used to. So what do you do – besides go to Starbucks and drown your sorrows in a […]
Okay, maybe you have, but this agency new business technique was a first for me. I was talking to an agency principal last week about our services and asked how they’d been handling new business. In answer, he related what we hear often from agencies: his desire to stay consistent with a new business reach out […]
We’ve talked about the agency pitch before, but when I came across this Marketing Profs post by Doug Stern and Jaclyn Landon, I thought about the fact that we haven’t really focused a post on writing a proposal, and new business proposal basics. Doug and Jaclyn’s post is called Six Keys to Writing a Great […]
Consistency is the mother of all virtues when it comes to ad agency new business prospecting. Consistency of messaging, consistency of methodology, and consistency of outreach. This is not only important leading up to the meeting, but it is also critically important after the meeting – as you work your way to close. I […]
A big agency client is great (obviously). They can be the bread and butter of any agency organization. Unfortunately, I’ve seen way too many agencies get consumed by large clients to the point that they no longer have the time or the desire to look for new business. “Simply don’t have the time” some […]
Some of the best ideas for posts come from the agencies we talk to every day. A recent case in point: this week I was discussing a few facets of ad agency new business: agency specialization, prospect qualification and agencies being able to “walk the walk.” As the story goes, this agency had several […]
If we can sing our own praises very briefly, we’ve had some strong client wins lately and one in particular that was a reminder of what you should, or really must do, before you go into that first ad agency pitch meeting. This particular RSW/US client is a B2B communications firm and their prospective client […]
Case studies are often the bane of our clients’ existence, especially at the beginning of a targeted new business effort. There’s a lot of craft that goes into any given case study (I know, I’m preaching to the choir on that point). Length, form, and content are only some of the factors that go into […]
