To project or not to project? That is the question. Turn the clock back to 2005 when I started RSW/US and agencies could be much more discriminating. They didn’t have to accept project work, they could be more selective relative to their client base, and if you were a big networked agency, you could dismiss […]
Our 2016 Thought Leader Survey presented questions from six industry Thought Leaders about current developments and trends in the industry. Each panelist also offered a piece of agency new business advice. Blair Enns, founder of Win Without Pitching is one of the Thought Leader panelists. Win Without Pitching is a sales and marketing training […]
I’m delighted to introduce a guest post from Mark O’Brien, the CEO of Newfangled. Newfangled empowers agencies to generate ideal new business opportunities through creating and nurturing digital marketing systems and habits that have a measurable impact on their bottom line. Mark is the author of “A Website That Works: How Marketing Agencies Can Create […]
It’s my privilege to introduce a guest post from Sharon Toerek, a Principal of Toerek Law, a firm that focuses on counseling ad, marketing and creative agencies on their industry-specific legal issues. Legal basics and nuances within the agency/marketing services firm landscape aren’t addressed often enough, and so I was thrilled when Sharon agreed to […]
Marketers must feel like they live under a waterfall with the steady volume of agency new business contacts they receive each week. We DO talk with a lot of them every day, and a common refrain we hear is some variation of: “Do you know how many (fill in the blank: calls, emails, letters, etc.) […]
It’s my pleasure to introduce a guest post by Brian Shea, founder of Shea Consulting. Brian helps agencies improve their new business efforts through CRM, sales process improvement, and marketing automation. He’s been working with organizations to build their business development practices since the early 2000’s. While I was aware of his work with agencies, […]
PepsiCo has it right and has given its marketing people and the agencies involved with the account an early Christmas present. Ad Age reported in an article recently they’re eliminating procurement’s involvement in making decisions as it relates to marketing and agencies. Amen! Hallelujah! I’m all for procurement. I think it serves a noble purpose…when buying […]
The Agency Management Institute and Audience Audit recently released a new study, Hiring and Firing Insights 2015 and you should definitely check it out. They surveyed over 500 marketing decision-makers to “better understand the circumstances and motivations behind the hiring and firing of advertising and marketing agencies.” Download it here at no cost. A few […]
And Persistent. Okay. I said it. AGAIN. We do talk about polite persistence a lot at RSW/US. Actually, we do more than TALK about it, we practice it. But if you’re a bit weary of us talking about being “politely persistent” in pursuit of new business prospects for clients, we could call […]
There are three words of wisdom I live by and have impressed upon our team since the start of the business 10 years ago (11/11/2005). Add value Continuously re-invent Stay true to your core Actually there’s a fourth, fifth, sixth, and seventh that are more important than any of these three: Be nice, respectful, thankful, […]
