Posts

On this blog, we try to help agencies, PR firms and marketing services firms improve their new business programs. We typically draw from our own experiences with clients or data from our reports, but I took a dive into several other companies and their content to reinforce 3 “meat and potatoes” sales tips. We’ve made […]

Last week was quite a “win” week for RSW/US clients. Five wins for five different clients in one week! And we started out this week with a sixth! As we have matured as an outsourced agency new business development firm, we have gotten better and better at helping our clients move leads forward, preparing our […]

A pro tip on why you have to stick with prospects, and before you think to yourself, “yes, Lee, we’re aware of that”, hear me out. Late last week kicked off the 4th of July holiday (although what I’m telling you applies to your new business program regardless of timing) and on Thursday I got […]

This final post on my three-part series, Release Your Inner Curator, provides the fifth and final step in the content curation process. In addition, I’ve provided some thoughts on worthwhile curation apps available to simplify the process. Step Five: Share your curated content Sharing your findings can be as simple sending them in an email […]

  If you read our recent post, “Is your blogging bad? Maybe you should try content curation…,” you may be starting to feel your inner curator stirring.  The post introduced the idea of content curation for new business development. Over the next three weeks, we’ll show the steps you can take to gear up a […]

You’ve waited for this day: the anticipated big meeting with the oh-so-desirable prospective client. Being excited, enthusiastic and energetic is understandable, and overall a great thing: your enthusiasm, your passion for, and your understanding of the prospect’s business assure them your firm can be a good potential marketing partner. And still there are times when […]

With the release of the new RSW/US infographic, Ups and Downs of Agency New Business, last week’s post told the story of a down: a “horror story” about a new business development prospect opportunity that went from hot to cold, seemingly at the click of the “Send” icon. Thinking they were being efficient, the agency sent […]

Two weeks ago we presented Part I of a two-part series about why a good new business proposal may be rejected. The post was based on the Harvard Business Review article, 5 Reasons Good Deals Get Rejected. In Part I, we addressed the first three possible reasons why even a terrific new business proposal maybe declined: You […]

Harvard Business Review recently published this article: Don’t End a Meeting Without Doing These Three Things. These “three things” at the bullet-point level are: Confirm key decisions and next steps Develop communication points Gather session feedback Considering this article through the lens of agency new business, each recommendation is relevant.  Still the context needs to […]

As a participant in the 2016 RSW/US Thought Leader Survey, Jay Baer, President of Convince & Convert, posed several questions to agencies about their blogging activity. Of over 260 respondents, nearly a third (32%) admitted they do not maintain an active blog. To non-bloggers (and any not admitting their blog is not kept active), Jay […]