I know you see the sales emails, LinkedIn posts and comments that are blatantly written by AI. Not only is it becoming increasingly easy to spot (words like frameworks, gap, playbook, quietly, actually, sharpen, for example), but transparency requirements are becoming a part of AI platforms and it’s important for you and your team to know what that means for your business development strategy, the […]
In our survey report, The State of Agency Positioning and AI Search Readiness, Marketing agencies say they’re paying close attention to how AI search works. 60% describe themselves as “very” or “extremely” aware of the emerging standards for AI-mediated search visibility. That’s an encouraging number, but what are agencies are doing with that awareness? Are […]
Marketing agencies overwhelmingly believe their own firm is well differentiated, even while agreeing that the agency industry as a whole is not. That gap matters even more now that AI-powered search is reshaping how prospects find and evaluate agencies in the first place, a shift we break down in Generative Engine Optimization for Agencies. In […]
undefined AI summaries are just one dimension of how artificial intelligence is reshaping agency outreach. For a broader look at how to apply AI across your entire new business effort, see our guide to actionable AI business development strategies for ad, PR, and marketing firms.
Wondering Why Your New Business Efforts Aren’t Effective? I can throw out several potential reasons: no consistency, no plan, no one owns the effort, to name a few. These are all valid reasons and I don’t mean to diminish their importance with a quick list, but recently, I’ve seen several patterns reoccur across multiple firms […]
Talking about a sales script conjures up horrible images of cringey, always-be-closing terribleness. As it should. It sounds robotic and transactional, so agencies reject the idea entirely, and default to something that looks a lot like winging it. At RSW/US, our New Business Directors don’t use scripts, but every outbound call, voicemail, and email gets […]
One of the most frustrating challenges in agency new business? When prospects go dark Always tough, and agencies tend to get worried or even desperate when it’s been a few days or weeks, understandably so. (I’ve written several posts arond it, here’s one that might be helpful: Prospect Ghosting You? Use this ghosting schedule to […]
undefined Frequently Asked Questions What is generative engine optimization (GEO) for agencies? Generative engine optimization (GEO) is the practice of structuring your agency’s content so it gets cited by AI-powered search tools like Google’s AI Overviews, ChatGPT, and Perplexity. Unlike traditional SEO, which focuses on ranking in a list of blue links, GEO focuses on […]
Most marketing agencies are experts at managing their clients’ brands, but they often neglect their own. It is the classic “cobbler’s children” scenario where client work always takes priority, and internal business development falls by the wayside. In a recent episode of the Knoodle Founder’s Hour, RSW/US President Mark Sneider sat down with Rosaria Cain […]
undefined LinkedIn is one piece of a larger strategy. For a fuller picture of what a modern agency new business approach looks like, our agency business development playbook covers the tactics working in today’s competitive, cost-sensitive market.
