In a recent conversation with an agency principal, she was discussing the difficulty in finding better new business techniques to break through to prospects, which undoubtedly, is a large part of the new business challenge. Part of our service at RSW/US is doing just that, but if you’re handling agency new business in-house,   A […]

This is Part 2 of a 17 chapter eBook, “Agency New Business: Put On That Damn Sales Hat,” which you can download at no cost here. The eBook covers everything from pre-prospecting preparation to working opportunities to close.  The majority of the eBook focuses on elements that agencies either often overlook, are too busy to consider, or are […]

I admire our New Business Directors. It is one of the toughest jobs on the planet. Persistent, yet polite. Skin as tough as steel. Smart, creative, strategic. Able to wear their Agencies on their sleeves and sell ethereal agency offerings with enthusiasm and zeal.   Focus On The Close It was about 3-4 years ago […]

Was meeting with a prospect here at RSW/US the other week and as we talked about the potential of a relationship together, he said that he’s been in relationships before with his own clients where they hired him (the dog) and then proceeded to do their own barking….and talked about how he did not want […]

old people

In our most recent survey on agency new business, Agency executives state that the top reason why they find it a lot harder to obtain new business this year, relative to years past is because it’s a lot harder to break through to prospects. Typically, this “reason why” ranks among the higher reasons why Agency […]

Village

In our recent survey on Ad Agency new business, principals of Agencies note they continue to struggle with finding and maintaining effective new business managers. 69% of all respondents in the survey stated they replaced (on one or more occasions) the new business manager they brought into the Agency to help them build business. The […]