Posts

We at RSW/US celebrated our 15th birthday this past week! 15 years of helping marketing service firms find and win new business.  Been quite the ride for sure! Recession.  Recovery.  The Digital Coming of Age.  Data and Analytics.  Marketing Technology Explosion.  In-House Agencies.  Big Consulting Firms.  Rise in Independents.  Social Media Evolution. I’m dizzy just […]

An interesting post from Bob Hoffman at his blog The Ad Contrarian, focused on brand preoccupation with data. At one point, Bob lays these three points out: On the other hand, big picture marketers know a few big things: People are more likely to buy brands they’re familiar with. People are more likely to buy […]

To Get the Second Meeting. So knowing that, don’t sabotage that first meeting.  A few real-world examples to avoid:  1) Trying to make the meeting more than it is (a first step) You’re not signing the contract at the first meeting. New business is a process and not every meeting is going to result in immediate […]

In a recent client kickoff with an agency client, one of the principals said, “You know I get so many sales calls and emails and in the majority of them, they end with “we’d love to set some time to meet, we’d love to introduce ourselves, we’d love to. . . .something.” She went on to […]

So, you’ve scheduled that new business meeting.  This is Part II in the series on “Now The Work Begins!” Our recent post on fully preparing for that agency new business meeting your team worked so hard to schedule offered steps to take in advance, showing your prospect how interested and familiar you are with their business […]

With agency new business, you KNOW how much effort can go into getting a prospect to commit to an initial meeting. Once that meeting is scheduled though, the work is not over. Accordingly, as we collaborate with our clients here at RSW/US, our support continues on long after getting the meeting on everyone’s calendars. Each […]

A recent note from one of our clients shows how contagious satisfaction can be. It also reinforced key points from an earlier post celebrating client feedback. First, the note. (For client confidentiality, the prospect company name has been changed.) “Mark, I hope all is well.  We just had a go-to-meeting with Acme Insurance.  The CMO […]

  Our recent webinar, Frustration Breeds Opportunity – Tensions between Agencies and Marketers, describes dynamics that increase the challenges for new business development. Just a couple among them are: 1. Marketers tend to be consolidating agencies 2. A majority of agencies express intent to be increasingly aggressive in new business activity. 2015 is almost a […]

Our e-book, 10 Agency New Business Questions, features interviews with five agency executives who have responsibility for new business within their firms. What is interesting is that each new business leader takes a slightly different approach and succeeds. Variables include inbound and outbound emphasis, channels for delivering thought leadership, even who within their respective firms […]

Here’s the scenario: You got the meeting with an ideal prospect. You have a conversation where you unearth that the company is going in a specific direction and needs services you can provide. So your team comes together to construct initial thinking and direction, incorporating ways you’ve helped past and current clients. The day comes, […]