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 […]
undefined Frequently Asked Questions Why is it harder for ad agencies to get new business? Based on RSW/US research, the top three reasons agencies struggle to win new business are: it’s harder to break through to prospects (cited by 55% of agencies), there are fewer opportunities in the market (cited by 39%), and agencies can’t […]
Ad Agencies Are Finding New Business Harder To Drive in 2022, and you can look into the reasons why in our latest RSW/US report. Download it now at no cost: RSW/US 2022 Agency New Business Report: Perspective On The Agency New Business Environment. (And you can read the Adweek feature on it here: Obtaining New […]
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. […]
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 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 […]
In a presentation I gave in Ontraport’s Agency Summit (a shout out and thank you for having me!) on ad agency business development, I pointed out that ad agency prospects will often think agencies look and sound alike, framing it with a brief story and a quote: We all do the same stuff. I took […]
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 […]
New Year Insights For Ad Agency Relationships With Lee McKnight It was awesome to be back on Drew McLellan‘s Build A Better Agency podcast, talking insights for ad agency relationships and some of the key stats from our latest RSW/US report: 2022 RSW/US New Year Outlook. Per Drew: The value of current and extensive market […]
In a wrap-up to our 2022 RSW New Year Outlook Report, we’re talking virtual and in-person trade shows and conferences. State of Virtual & In-Person Trade Shows and Conferences We revisited the conference question this year, and to provide some perspective, in last year’s report, 76% of agencies and 70% of marketers said on average, they […]
