When we’re building a prospecting list, the pharmaceutical and biotech sector can present unique challenges. A bit of perspective: in 2012, the pharmaceutical industry spent 27 billion on drug promotion. One can easily imagine that number will grow as our world population ages. So what are the challenges building a pharmaceutical prospecting list for our agency clients? […]
Several articles caught my eye recently and both will be helpful to your new business strategy. First is CMOs: Social Media Key, But We Are Clueless. The title alone shows where opportunity lies for the right agency and there are some prime stats on big data and the inability of CMO’s to analyze it with […]
In our recent Agency New Business 2014 Outlook survey, we asked marketers and agencies to share their thoughts on the importance of specialization. Before we dive into the results, let me share some of the things that we see and hear from agencies every day. Many agencies we talk with think that in order for […]
10 Agency New Business Questions for Mark O’Toole from HB Agency in Newton, MA.” HB is an integrated marketing communication agency, working primarily in clean-tech, medical-tech, and high-tech. HB defines integrated marketing as delivering the right story to the right people at the right time with the right media to advance a business goal. From […]
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 […]
A paraphrased quote from an agency principal in a recent conversation: “We’re writing good content-our prospects aren’t reading it.” A verified case of “Build it and they will not come.” Unless you are a “name” agency, decision makers are not flocking to your content, that’s true. (And if you’re a “name” agency, you could argue […]
Following is the third in a series of monthly posts titled, “10 Agency New Business Questions,” in which we ask individuals who’ve found success heading new business at their respective agencies 10 questions regarding their new business strategy and experience. In this post, we asked Steven Picanza from the EFM Agency in San Diego, CA […]
The second in a series of agency new business thought leaders video interviews, RSW/US Owner and President Mark Sneider interviews Tom Martin, author of The Invisible Sale, Owner of Converse Digital and proponent of “Painless Prospecting.” Mark talks with Tom about breaking the traditional sales mold agencies have become so entrenched in, the masochistic fascination […]
Following is the second in a series of monthly posts titled, “10 Agency New Business Questions,” in which we ask individuals who’ve found success heading new business at their respective agencies 10 questions regarding their new business strategy and experience. In this post, we asked 10 Agency New Business Questions to Paul Pomeroy at ab+c in […]
In our first annual Mirren-RSW/US Definitive Guide to Agency New Business Tools, we surveyed over 300 agency executives, asking questions about their usage of, and perceived effectiveness of various new business platforms and the tools offered within those platforms. We presented 12 different platforms, from SEO Tools, to Presentation Software, to Research and List services. […]
