As part of our latest survey report release (RSW/US 2017 Thought Leader Survey Report), we’re focusing in on specific thought leaders and the insights unearthed from the agencies who took our survey. Drew McLellan is the focus of this post. Drew has worked in advertising for 25+ years and started his own agency, McLellan Marketing […]

I was invited to speak at an agency recently and the topic was “creating a culture of new business within the agency,” specifically aimed at small to mid-sized agencies. (The agency actually put together a new business week, focusing on different aspects of strategy, process and tools-something to consider.) Throughout my presentation, I focused on […]

200 marketing agency executives and senior level marketers across the United States and Canada completed the 2017 RSW/US New Year Outlook survey during December, 2016. 2017 RSW/US New Year Outlook Survey Report   Download it here and featured in Adweek: New Study Finds That Agencies and Marketers Are Still at Odds in 2017  2017 Outlook for Advertising […]

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 […]

In our latest agency new business survey report, we asked: Have you hired a full-time new business hunter/director/manager (as part of your staff) to prospect for leads for your agency in the past three years? Here’s that 3-year breakdown: 33% of new business directors at agencies last a year. 46% last 2 years. Only 21% […]

You should check out John Barrow’s “Filling The Funnel” blog if you’re not familiar. He gives good, practical sales advice in a straightforward style-well worth a read. Specifically, his post, Pick Up The Phone, resonated with me.  The phone gets short shrift these days as a sales tool and that’s a mistake. When agency principals […]

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 […]

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 […]

That’s a stat from the recent deck of new business playing cards we released. It’s not a surprising stat from my perspective, it’s the world I live in (agency new business, that is) but on its face, it really is crazy that almost 70% of agencies have no plan for new business, having said that, […]

  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 […]