“The average CMO tenure is notoriously one of the shortest in the C-suite. Most Fortune 500 CMOs last just 51 months” This is from the piece by Rebecca Stewart & Paul Hiebert in Adweek this past week titled The Real Reasons Why CMOs Get Fired and it’s an important read for your agency business development […]
The Agency Business Development Playbook: Navigating a Competitive and Cost-Sensitive Market Time to wrap up my series around our latest RSW/US report. Marketers continue to be selective in their spending (not a new thing), agency search methods are evolving, and the traditional RFP process is (potentially?) losing traction. In response, in previous posts I’ve […]
There are two prospecting objections that stifle agencies , and they get hung up, or worse, give up when faced with them: We already work with an agency We handle that in-house Let’s tackle each: How To Handle The “We already work with an agency” Objection As an initial aside, you should actually want to […]
For the past several years, productization has been a consistent topic in our industry, however, since we included questions on it in our latest report (RSW/US 2025 New Year Outlook Report), I’ve had several agency principals ask about it, and what exactly it looks like. So, for the uninitiated, and even for those agency principals […]
AI won’t take your job. It’s somebody using AI that will take your job. Richard Baldwin, economist and professor at the Geneva Graduate Institute in Switzerland Agencies believe they’re holding their own when it comes to trends and tech, but marketer confidence is eroding. 77% of Agencies Confident in Staying Ahead of Trends, But Marketer […]
I had a conversation with an agency considering our services, and the principal asked if I would take a look at their current service offering and answer the question, What Are We Missing? After a bit of clarification, I understood he meant in terms of future-proofing: are there services they should be considering to show […]
In the first post in our RSW 2024 Agency New Business report series, we talked average length of time to close business, in Part 2, we tackled decreasing new business director tenure at ad agencies. And now in our 3rd in the series, we explore how ad agencies are actually using AI. 54% of marketing services firms are […]
LinkedIn Live – 2024 RSW Agency New Business Report Key Stats VP of Sales, Lee McKnight Jr and and President/CEO of RSW/US, Mark Sneider, held a LinkedIn Live session specifically aimed at small and mid-sized agencies, marketing services firms and PR firms, where they broke down the key stats from the newly released RSW 2024 […]
In the first post in our RSW 2024 Agency New Business report series, we talked average length of time to close business, and now in Part 2, we’re tackling decreasing new business director tenure at ad agencies in 2024. 46% of agencies surveyed reported hiring was somewhat or very difficult so far in 2024 So […]
In our 2024 Agency New Business Report, 83% of agencies told us the average length of time to close business is 1-6 months, up from 75% in 2023. And “more than 6 months” has dropped slightly from 18% last year (to 13%), which was the highest percentage since we started asking the question in 2020. […]
