Advertising Agency Thought Leadership

Welcome to the RSW/US blog, focused on a variety of ad agency new business insights and advertising agency thought leadership, from getting a program off the ground all the way to the final pitch, it’s the place for experienced new business pros and hesitant agency principals alike. Catch our posts based on 16 years of experience working with agencies and marketing services firms.

Cobbler’s Children And Agency New Business-An Update

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 […]

July 13, 2022/by Lee McKnight Jr

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

Outsourced Business Development

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…

Ad Agency Prospects Are Thinking You All Do The Same Thing

Ad Agency Prospects Are Thinking: “You All Do The Same Thing”

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…

Why Don’t Ad Agencies Actively Pursue New Business?

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…

New Year Insights For Ad Agency Relationships With Lee McKnight

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:…

Are Marketers Done With In-Person Trade Shows?

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…

How ‘Work from Home’ Has Indelibly Changed Prospect Outreach Lists For Advertising Agencies

How ‘Work from Home’ Has Indelibly Changed Prospect Outreach Lists For Advertising Agencies

In a never-ending trickle-down effect, B2B sales professionals are consistently aware of the challenge March 2020 has had on closing business, and on quality prospect outreach lists. But looking beyond the close, if you peel back the layers…