Entries by Lee McKnight Jr

The Agency/Marketer Chasm: Non-Marketing Spending

We’re creating a series of posts around our recent report, The RSW 2023 New Year Outlook, (which you can download here at no cost), with a focus on non-marketing spending to kick things off. We’ve been releasing this report for well over a decade, and the goal is to provide small and mid-sized agencies and […]


Your Prospects Have Digital Fatigue

Digital fatigue-it’s a thing.  Our inboxes are full to bursting and our eyes glaze over with ubiquitous digital ads.  Forrester Consulting released a study based on insights from 158 business-to-business (B2B) marketing leaders in North America on analog versus digital touchpoints, and although not technically, directly related to your business development efforts, it’s critical you […]

Your Ad Agency Tagline Is Not Your Agency Elevator Pitch

Let me repeat, and not just for SEO purposes: your ad agency tagline is not your elevator pitch. Yet, so many agencies treat them as one and the same. An Adweek article defines an agency tagline this way: Every organization has words it lives and operates by—mantras, if you will—and ad agencies are no exception. […]

Cobbler’s Children And Agency New Business-An Update

The most-used description we hear for agencies and their new business process (or lack of one) is the story of the cobbler’s children. (If you’re not familiar, read here.) Essentially the cobbler (maker of shoes) is so busy making shoes for his customers/clients, that his own children are walking around with no shoes themselves. Similarly, agencies […]

The New Business Team Is All Here-Not Always A Good Thing

The New Business Team Is All Here-Not Always A Good Thing   I had a question from an agency principal recently about first meetings with prospects.  This principal typically went into first meetings via referral, so more of a comfort feel walking in versus a meeting resulting from pure prospecting.  Similarly, in terms of pitching, the same principal who can crush a […]

Why Don’t Ad Agencies Actively Pursue New Business?

A question as old as time (ish): Why Don’t Ad Agencies Actively Pursue New Business?  Well, the answer will take us on a journey, through a labyrinth of long days, longer nights, and-actually that’s not true, the answer is fairly straightforward.   And you may be thinking, it’s also obvious Lee, why write a post on […]