Posts

I had a conversation recently with one of our new business directors, and she reminded me of a critically important new business fact. Our conversation was around a story one of her clients told her, and it’s a story I’m betting most of you have also experienced. This agency had a great first meeting with […]

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 […]

We recently began a blog series showing how to gear up a content curation program of your own.  Part I included these steps: Set your curation strategy. Choose a topic.   Steps three and four follow here. Step Three: Gather sources You no doubt follow and read trade publications that are relevant to your industry […]

Your blog, no matter how good it is, will never beat the internet.  It just can’t. For an agency, seeking to engage with an audience by adding value to their lives with meaningful content, here’s one stat to consider.  According to WordPress, their users produce 64.3 million new posts a month! 64.3M with a capital […]

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 […]

As if rejection isn’t bad enough, this is the first of a two-part series on the topic. This Harvard Business Review article, 5 Reasons Good Deals Get Rejected, refers to situations outside the realm of the agency new business proposal specifically, but the reasons DO apply. The article does a great job describing the “why” […]

Our Agency New Business Thought Leader panel generated a wealth of insight. Hopefully, you’ve had the chance to see the 2016 RSW/US Thought Leader Report, and related blog posts*. In addition to providing questions and advice for the survey, each of the six participating Thought Leaders generously shared time for a more in-depth interview around […]

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 […]

If an outside observer remarked that your agency team appear “as busy as bees”, that could be a good thing. Particularly, if they are busy on the right things – things that matter for moving your clients and your own firm forward. However, that’s not what is most important about the Honey Bee when it […]