Not just nagging here: doing the homework on your prospects is crucial. Marketer feedback from the 2016 RSW/US New Year Outlook Survey brings up a recurring theme: marketers feeling like their agencies do not understand sufficiently their business, their industry or the challenges they face. Certainly, marketers want their current agency partners to be vested, […]
Brad Jakeman, the President of Pepsi’s Global Beverage Group, had a pretty tough message to send to the 2,700 attendees at this year’s ANA Masters of Marketing Conference: Stop Calling It Advertising! Jakeman, in an impassioned speech given on Thursday at the event, suggested that agencies have not kept pace with the changes that have […]
In a conversation with one of my New Business Director colleagues the other day about particularly successful clients, she reflected on the importance of “Thank You”. She specifically recalled the AdAge article reporting on the new business panel discussion at their Small Agency Conference, when one panelist remarked: “I’ve seen when an agency won the […]
Over the past few weeks, our posts have presented the Agency of the Future, describing traits agencies will need to flourish in our rapidly evolving industry. Several traits we presented described how agencies can continuously grow in value as a partner to their clients. Others centered on becoming a more effective competitor as marketers consolidate agency partners. […]
This chart probably makes the point best: Marketing Technology has EXPLODED over the past five years. In 2011, the Chief Marketing Technologist Blog identified 100 Marketing Technology firms. As of January this year, that number approached 1900. Little doubt it will have passed the 2000 mark by the time January rolls around again. So what […]
The Lexus Hoverboard: this is a product concept that grabs the imagination doesn’t it? From the Jetsons to Back to the Future, the concept may not be new, but Lexus has a prototype. Forbes quoted Lexus EVP, Mark Templin reflecting on the culture that underlies this commitment to innovate: “At Lexus, we constantly challenge ourselves […]
Two recent posts have addressed the importance of managing the introductory meeting process with new prospective clients, from pre-meeting planning and strategy, to managing the meeting itself. Following the meeting, the work is likely to continue. In Our “Check the Boxes – Getting to Close” webinar (or slides) for agency new business, we related that […]
If it feels like the industry is becoming more competitive — it’s not just you. In the RSW/US 2015 New Year Outlook Survey, 79% of agencies responding indicated seeing the industry as more competitive than it was three-four years ago. And, this is a considerable increase from 2013, when 68% of responders observed increasing […]
A follow up to my webinar focusing on our recent survey report, The Definitive Guide to New Business Tools. We featured 12 platforms/tools in our report that agencies use to further their new business efforts. In my webinar, I discussed the 4 that agencies must use, keeping in mind time constraints, budget considerations and content […]
Download The 2013 Mirren-RSW/US Definitive Guide to New Business Tools Here While social media is an extremely popular tool for agency new business (used by 87% of agencies), only 18% think it’s effective. And can you guess what the most over-rated of all the social media tools used for new business is? If you guessed Facebook, […]
