Ad Agency New Business Insights

Welcome to the RSW/US blog, focused on a variety of ad agency new business insights, 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 weekly posts based on 16 years of experience working with agencies and marketing services firms.

The Frustrating Reason Companies Want To Change Their Ad Agency But Don’t

The Frustrating Reason Marketers Want To Change Their Ad Agency But Don't

I had a conversation recently with one of our new business directors, and she reminded me of a critically important ad agency new business fact. Our conversation was around a story one of her clients told her, and it’s a story I’m betting most of you have also experienced. This agency had a great first […]

Lee McKnight Jr

As Vice President of Sales at RSW/US, Lee drives sales efforts to bring ad agencies and marketing services firms on board with RSW, creates content around successful new business tactics and takes part in RSW/US marketing objectives, including social media channels, blog content, webinars, video and speaking engagements. You can find him on LinkedIn (https://www.linkedin.com/in/leemcknightjr) or Twitter (@leemcknightjr).

November 23, 2021/by Lee McKnight Jr

One Forgotten Reason Competitors Hurt Your Chances For More Agency New Business

New Business Challenges, Prospecting Techniques

One Forgotten Reason Competitors Hurt Your Chances For More Agency New Business

One of the battles for us as an outsourced business development firm is the onslaught of ineffective/uninformed sales emails marketing services firms get on a daily basis from telemarketers and bots, professing to be effective agency new business…

Agency New Business Director Tenure Surprisingly Declines, Even As Success Grows

Agency New Business Director Tenure Surprisingly Declines, Even As Success Grows

The new business director position at an agency: tough to hire for and tough to do-it is sales after all, and we know it as well as anyone after 17 years of helping agencies drive new business. From our 2021 Agency New Business Report:…

The Proven Power of That Second Prospect Meeting-Why You Need To Nail It

New Business Process

The Proven Power of That Second Prospect Meeting-Why You Need To Nail It

Getting that second prospect meeting is about strategy, tenacity, and persistence. Too often agencies don’t do a good job of digging around during first meetings for opportunity areas or pain points that they can capitalize on. And too…

If There’s No Work In Hand, Should We Even Take This Prospect Meeting?

Prospecting Techniques

If There’s No Work In Hand, Should We Even Take This Prospect Meeting?

30-50% of the prospect meetings we get our agency clients turn into a proposal opportunity. I’m kicking things off with this stat, because recently I’ve had conversations with agency prospects who’ve asked about the other 50%. It's…

RSW Agency New Business Case Study Series, Pt. 1: Secure Your Audience

RSW Agency New Business Case Study Series, Pt. 1: Secure Your Audience

Agency New Business Case Study Series, Part 1: Secure Your Audience Welcome to the first entry in our RSW/US new business case study series. Case studies are one of the most effective tools in an agency new business program, and we field…

Destination RSW Summer Series

End of Summer. Start of a More Effective Agency New Business Program.

This article, End of Summer. Start of a More Effective Agency New Business Program, is the final post of our Destination RSW Summer Blog Series, designed to help you navigate the hazards encountered on the road to new business. This post…