Posts

  Seasonal habits die hard.  It just feels like agency new business planning should be in the air! Years ago, as a Consumer Marketing Manager for top household cleaning products, spring brought flowers, birds returning from winter homes, and the hatching of the business planning process for the upcoming calendar year. It’s highly likely that the […]

Marketers must feel like they live under a waterfall with the steady volume of agency new business contacts they receive each week.  We DO talk with a lot of them every day, and a common refrain we hear is some variation of: “Do you know how many (fill in the blank: calls, emails, letters, etc.) […]

And Persistent.      Okay.  I said it.  AGAIN. We do talk about polite persistence a lot at RSW/US.  Actually, we do more than TALK about it, we practice it.   But if you’re a bit weary of us talking about being “politely persistent” in pursuit of new business prospects for clients, we could call […]

The numbers are enough to make you howl.  Our recent survey shows: 59% of Marketers told us they have been consolidating agencies recently. 63% indicated they expected this trend to continue. At the same time, 88% of agencies say they are getting more aggressive with new business strategies. Accordingly, 79% of Agencies indicate the industry […]

These are rites of spring:  Baseball Opening Day.  The Kentucky Derby. Turkey Hunting Season. And, the Mirren – RSW/US Tools and Technology Report. Once again we surveyed advertising executives for the latest insights on tools and technology that their firms are using effectively for their agency new business programs. With the latest survey, it has […]

As a New Business Director at RSW/US, I help my agency clients from the first call with a new prospect through to the close. This week, I was on a conference call with a prospect and introducing them to my client.   The prospect is the VP of Marketing, seeking an agency to provide full […]

Agencies are notoriously hard-pressed to create, organize and maintain a targeted new business process. It’s understandable. Clients must come first, and all the best new business intentions fall by the wayside when a client needs you – which is essentially “all the time.” Agencies typically hire RSW/US for this reason, but for those agencies handling […]

I had this piece from the Harvard Business Review tucked away, titled “To Win Big, It Helps to Be a Little “Nuts” by Bill Taylor, co founder of Fast Company. In it, he describes: . . .the best-performing stock in the United States since the “Black Monday” crash of 1987? If you said Apple or Microsoft […]

Bringing in advertising agency new business has never been more interesting. New technologies continually add layers of convenience and effectiveness while also adding layers of time many of you don’t have in learning and implementing those technologies. With these new technologies also comes an attitude from many agencies that traditional prospecting is dead, doesn’t work. Depending on their definition […]

A post in the Harvard Business Review (How the Rift Between Sales and Marketing Undermines Reps) has several effective tips relative to new business, and specifically, for the purpose of this post, agency collateral, often the bane of agency new business. What does the messaging look like, how long or short, is it worth doing at […]