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 […]
Agencies tend to push an active new business strategy to the side until something wakes them up. That “something” generally tends not to be good. Then there are those agencies who get it, and they find a way to keep new business active, and while that’s to be commended, even these agencies tend to overlook […]
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” […]
First, the technicality: it was a bridge keeper that Sir Lancelot faced in Monty Python and the Holy Grail. Yet, this is a scene that has come to mind more than once over my career as I’ve worked on getting past gatekeepers. Granted I never met any who required me to provide the correct answer […]
And that’s OK. We’ve had agency principals tell us straight up: “I didn’t start this agency to be a salesperson-that’s why I’m hiring you guys.” And no, this post will not turn into an RSW commercial, but I’m speaking to you, agency principals-if you don’t have that new business chromosome, don’t run the new business […]
In our upcoming webinar on June 23, we will go into detail about the results of the Mirren-RSW/US 2016 Agency New Business Tools Survey. And while upcoming posts will also look more deeply into the results of the survey, it seems important to call out several important tools that respondents did not mention. They are […]
Of the eleven categories new business tools rated by 200 agency executives nationwide in the Mirren – RSW/US 2016 New Business Tools Report, only one exhibited growth over 2015: Prospect Contact/List Building Software. Seeing growth in this category is both encouraging and puzzling. It’s encouraging, as it suggests agencies are increasingly cognizant of […]
I had the privilege of moderating a panel at the Mirren 2016 New Business Conference in NYC titled New Business Tools & Productivity Hacks, with Matt Chollett from AgencySquared, Ryan Barry from ZappiStore and Dave Currie from Winmo. The structure of the panel came from our report, RSW/US-Mirren Agency New Business Tools-2016 and we focused […]
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 […]
If you don’t know where you are going, any road will take you there – Lewis Carroll Developing an agency new business plan can seem an overwhelming task. Like the quote above, it really doesn’t matter which way you go, if you don’t know where you want to go. So where do you want to take […]
