We’re not big proponents of selling ourselves too often in our blog, but creating content around client wins is a cause for celebration, and you should always take time to take a breath and celebrate the wins. Here’s a client win video our Marcom team created for an NYC client who focuses on the entertainment […]

30-50% of the meetings we get clients turn into a proposal opportunity.  I’m kicking off this post with that stat, because recently I’ve had several conversations with agency prospects who’ve asked about the other 50%. I don’t get asked it a lot, but I like it when I do, and I bring it up regardless. […]

I’ve had prospects and clients alike question the efficacy of blogging for agency new business.  Or just blogging, period. You should be doing it, and here’s why. I spoke with an agency prospect this week who told me about a client he lost the previous year who represented 45% of the agency’s business. You know […]

An article in Adweek focuses on the 2018 Agency Productivity Report from Canadian software company Function Point (in partnership with the Agency Management Institute, or AMI) and points out: More than four in 10 respondents said they don’t track their team’s time accurately, and 68.8 percent often face communication breakdowns, which they blame on inaccurate […]

Have you watched Lifetime network’s Married at First Sight? If you’re unfamiliar, the premise is singles, yearning for a life-long partnership, who agree to a provocative proposal: getting legally married to a stranger the moment they first meet. The couples don’t meet until they walk down the aisle and see each other face-to-face, for the […]

For this post, I want to give a shout-out-to all of you in the new business trenches, whether you’re a new business director or a partner at your firm. It’s no newsflash to point out that this business is hard. A short, entertaining story to illustrate my point (at my expense): When I started at […]

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.

Something about a dropping ball should make any performer nervous on New Year’s Eve, I would think. I know.  You’ve probably already heard far more than you ever wanted to or imagined you would about Mariah’s monumental moment on New Year’s Eve. A frustrating way to end 2016 for her, I’m sure.  Still a great […]

RSW/US Survey: Is the Advertising Industry Adapting Well to the Modern World? Good news, Agencies!!  Marketers say yes. This is an upbeat finding of the RSW/US 2016 Agency New Business Survey Report: marketers generally see the advertising industry adapting well to the “modern world”. Our recent post,  If our Agency new Business Survey was 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 […]