In a recent email exchange with an agency principal, client types came up, and this agency partner wrote: I’ve always said our company has two kinds of clients: The Desperate. Something has gone very wrong and they need a fix and pretty fast. Visionary. They know there is much more to be gained, but aren’t […]
The Advertising Age article, The Ad Agency of the Future Is Coming. Are You Ready?, is one that you may have seen. If you haven’t, set aside some time to read it. As industry leaders from Procter & Gamble, Wunderman, PepsiCo, Omincom and others describe their views of the “Ad Agency of the Future”… how […]
…it would be worth peeling back a layer. A data point that stood out in the RSW/US 2016 New Year Outlook Survey was 34% of Marketers indicating plans to increase spending somewhat or significantly in traditional media. It was noteworthy for two reasons: This is the first time in recent years that Marketers indicated […]
Harvard Business Review recently published this article: Don’t End a Meeting Without Doing These Three Things. These “three things” at the bullet-point level are: Confirm key decisions and next steps Develop communication points Gather session feedback Considering this article through the lens of agency new business, each recommendation is relevant. Still the context needs to […]
As a participant in the 2016 RSW/US Thought Leader Survey, Jay Baer, President of Convince & Convert, posed several questions to agencies about their blogging activity. Of over 260 respondents, nearly a third (32%) admitted they do not maintain an active blog. To non-bloggers (and any not admitting their blog is not kept active), Jay […]
If there’s one question we get asked by agencies often, it’s around agency pricing. It’s tough to answer, with so many different factors and situations influencing the process. It’s also tough to find that kind of information generally without paying for it or belonging to an association. So the timing was ideal when Jami Oetting […]
In his timeless book, 7 Habits of Highly Effective People, Stephen Covey identifies the first habit as “Be Proactive”. Always true in agency new business, it’s particularly important to remember when times are comparatively good: to be ultra-proactive – to make hay while the sun shines. In this recently posted video, RSW/US Owner and President, […]
We were fortunate to have Drew McLellan, of the Agency Management Institute, interview our VP of Sales, Lee McKnight Jr. for his podcast series on “Build a better Agency.” You can hear and download Drew’s interview with Lee here: Episode 26: Moving Agencies Forward Through New Business Acquisition, with Lee McKnight Jr.. Some background on the podcast, […]
Is your firm practicing the Confirmation Bias? That’s the question Tim Williams, Founder and Managing Director of Ignition Consulting Group, asked himself when considering agency responses to survey questions he provided for the recent RSW/US Thought Leader Survey. Over two-thirds of agencies believe their positioning is unique relative to other firms. However, when […]
Peter Caputa IV, Vice President of Sales at HubSpot, offers a truth that may hurt: “Most agencies aren’t doing a good job at Inbound; they only have their toes in the water,” comments Peter, as he considers the use of Inbound for agency new business. Ideally you’ve had the chance to see the 2016 […]
