Entries by Lee McKnight Jr

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When Outreach Falls Flat: What 58% of Firms Are Struggling With

When outreach falls flat: If getting in the door with prospects feels more difficult this year, that’s because it is—but it’s not insurmountable. From our 2025 Professional Services New Business Survey Report, 58% of professional services firms say the biggest challenge right now is either “fewer opportunities” or “harder to break through.” Yes, it’s crowded […]

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Why You’re Not Getting That Second Meeting (Even After a Great First One) 

Why You’re Not Getting That Second Meeting (Even After a Great First One)  You landed the meeting. You were prepared. You walked through your creds deck, your client wins, maybe even some creative.  So… why didn’t it go anywhere?  It’s one of the most frustrating realities in business development—especially for agencies and professional services firms. […]

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You Can’t Control the Market, But You Can Control Your Positioning 

Sigh.  Let’s talk about your site.  And start with a little tough love.  If you’re relying on referrals and repeat business to keep things going right now—you’re not alone.   But here’s the problem: in a market where budgets are tight, competition is fierce, and decision-makers are under pressure (some 63% of CMOs responding to […]

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When Brands Skip the Pitch Consultants—and Go to LinkedIn Instead

What happens when big brands like The North Face and Jordan start crowdsourcing their agency searches on LinkedIn?   The industry starts buzzing—and splitting.  An Ad Age post from Lindsay Rittenhouse that made the rounds on LinkedIn this week:   Why major brands are hiring agencies on LinkedIn—and dividing the industry  In recent weeks, brands […]

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The Agency Business Development Playbook: Navigating a Competitive and Cost-Sensitive Market

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 […]

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Actionable AI Business Development Strategies for Ad, PR & Marketing Firms

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 […]