An RSW/US Client Win For a Midwest Full-Service Agency

This RSW/US Client Win For a Midwest Full-Service Agency resulted from maintaining a relationship with the prospect. The prospect was settling into a new role, and so it was key the RSW new business director didn’t pounce on him, as so often happens. Instead, the RSW NBD consistently, but respectfully, stuck with the prospect, showing…
Read more

The RSWUS-Mirren 2017 Agency New Business Tools Report

We’re excited to partner with Mirren again this year to release the RSWUS-Mirren 2017 Agency New Business Tools Report. Thank you to all of you who participated, we had a solid turnout of 400 agencies this year. You can download it at no cost here! We’re consistently told by agencies that this report holds up as a…
Read more

Big Or Small-Agencies Have The Same New Business Challenges

Coming off the Mirren New Business Conference, I’m reminded again that the struggles larger agencies have with new business are no different than the struggles small to mid-sized agencies go through. Different in scale?  Sure, but much the same. Big Or Small-Agencies Have The Same New Business Challenges A consistent approach, agency positioning, new business…
Read more

Let’s Not Go Back to the “Used Car Like” Days

Agency New Business Sales

When I started RSW/US in 2005, the industry was very “used car salesman like” in its reputation and the industry was in its infancy. Over the years, I’d like to think that we brought some legitimacy to the industry.  We helped the industry grow and along with some of our competitors, we were able to…
Read more

The Importance of Good Intelligence – An Offering Only Available at RSW/US

The mind of the marketer

Every good agency new business program starts with smart, useful intelligence. The problem with most new business resources is that everybody has access to them.  And they all use the same data to “predict” changes in the marketing world. Or they re-purpose existing information about things like public RFPs.  These can attract the likes of…
Read more

Your Agency’s Website Is A Visual Elevator Pitch

Wikipedia defines Elevator Pitch as a short sales pitch, that is a summary used to quickly and simply define a process, product, service, organization, or event and its value proposition. Does your agency’s website tell your target audience who you are, what you do, and your value? In 20 or so seconds? I look at a…
Read more

How Often Should You Follow-up with Prospects?

It is crucial that you constantly follow-up with your prospects… and often. How often should you follow up with prospects? In my experience, the answer is, more than you think. Recently, I reached out to one of my clients asking how their follow-up was going on a prospect that had shown interest a few months back.…
Read more

CMO Tenure, Agency New Business, and The Revolving Door

I didn’t see much chatter on some recent CMO stats-some good ammo for your agency new business efforts. Average CMO tenure=4.1 Years That might be surprising to you, given the seeming tendency towards revolving doors for the average CMO. (It was 23 months in 2006 BTW.) In the article I linked to above, a tenure…
Read more

RSW/US Full-Service Agency Client Win-Commercial and Residential Hardware Company

Great to see another RSW/US client win! Our client, a Midwest full-service agency, landed a project with a fast-growing commercial and residential hardware company. Congrats! Addressed Concerns with Consistent Follow Up This win happened because the RSW New Business Director addressed prospect concerns early and consistently followed up to ensure those concerns were allayed.