Marketer’s Edge with Milena Lozina: Graduate Program Marketing
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Marketer’s Edge with Milena Lozina: Graduate Program Marketing

RSW/US is an outsourced ad agency business development firm that works specifically with ad agencies, PR Firms, and Martech Firms to find better-qualified new business opportunities and get you closer to close

In this episode of Marketer’s Edge we’re talking  with Milena Lozina, Assistant Director of Graduate Program Marketing at Yeshiva University, in New York City.

If your ad agency focuses on graduate program marketing or educational marketing , you should watch this episode of Marketer’s Edge.

Yeshiva University is a unique institution that combines Jewish education with academic rigor across various disciplines.

It is known for its diverse student body and offers a range of undergraduate and graduate programs.

The university operates several graduate schools, including those for psychology, social work, law, business, and health sciences.

The graduate studies programs are designed to cater to a variety of professional fields, emphasizing both academic excellence and practical application.

Why Ad Agencies and Marketing Services Firms Should Watch This Episode – Milena talks:

🎓 An overview of Milena’s role at Yeshiva University
🤝 Challenges and benefits of supporting multiple brands
📚 The various graduate programs supported by Milena
🔗 Team structure and collaboration with agency partners
🌟 What differentiates Yeshiva University from other higher ed institutions
📊 Trends in the adoption of AI in graduate programs
💡 Strategies for addressing the perceived value of graduate degrees
💼 Milena’s background in graphic, web design, and marketing
🚀 Insights on the future of marketing in graduate education
💪 Advice for marketers in the education sector
📈 The evolving landscape of higher education marketing
🔍 Milena’s advice to agencies looking to win business from marketers like her
📝 Advice to marketers looking to bring an agency on board
🌍 Importance of diverse experience in marketing roles
💻 Integration of AI in marketing and education

 

If your firm is struggling with new business, contact Lee McKnight Jr. at lee@rswus.com for a conversation. That’s our sole focus at RSW/US.

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Content, consistency, and conversions for agency business development
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Content, consistency, and conversions for agency business development

We’re excited to post Chip Griffin’s most recent “Chats with Chip” episode, “Content, consistency, and conversions for agency business development” featuring our VP of Sales, Lee McKnight Jr.

Chip and Lee discuss RSW/US’s most recent survey report, coming in mid-October, indicating optimism among agencies, and explore the role of AI in business development, emphasizing its current limitations but potential in the future.

They advocate for a consistent, omnichannel approach for business development, which should include outbound, referrals and content creation like podcasts and videos to foster expertise and client relationships.

The conversation also covers the challenges agencies have been facing in 2024, such as prolonged sales cycles and client budget constraints, and how that’s starting to improve.

The episode concludes by highlighting the need for persistence in business development efforts and the benefits of continuously providing valuable resources to prospects.

Key Takeaways for agency business development:

  • Lee McKnight, Jr: “Build it and they will not come just because you’ve done it. Now you’ve got to get it into your prospect’s lap.”
  • Chip Griffin: “You need to find whatever tactic it is that you can do well, that you will keep with, and that will help you to build your business much more quickly.”
  • Lee McKnight, Jr: “Agencies are going to default to referrals as they always have. And that’s not a bad thing. In fact, it’s a fantastic thing.”
  • Chip Griffin: “The reality is that AI, like many things, can be very helpful. But it is not a replacement for anything.”
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Marketer’s Edge Interview with Amitai Sasson: Online retail and ecommerce
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Marketer’s Edge Interview with Amitai Sasson: ecommerce

RSW/US is an outsourced ad agency business development firm that works specifically with ad agencies, PR Firms, and Martech Firms to find better-qualified new business opportunities and get you closer to close

In this episode of Marketer’s Edge we’re talking ecommerce with Amitai Sasson,VP of eCommerce at OverstockArt.com, the largest online retailer of handmade oil paintings in the United States.

If your ad agency focuses on ecommerce, you should watch this episode of Marketer’s Edge.

Specializing in hand-painted reproductions of famous works by renowned artists such as Van Gogh, Monet, Renoir, Klimt, and more,  OverstockArt.com offers a wide selection to enhance any space.

Whether you’re a home decorator, office manager, or the owner of a high-end hotel or restaurant, overstockArt.com will have the perfect wall decor for your needs.

Why Ad Agencies and Marketing Services Firms Should Watch This Episode – Amitai talks:

  • 🛍️👀 The importance of controlling product visibility in retail partnerships
  • 🏠✨ Adaptation to trends in the home decor market
  • 📈✉️ Marketing strategies, including SEO and direct email campaigns
  • 🏅💼 His athletic background and the connection to business leadership
  • 🧑‍🏫🤝 Advice for marketers on bringing new agencies onboard
  • 📊🏆 Advice for agencies looking to win business from marketers
  • 🎨📖 An overview of overstockArt.com and its founding story
  • 💻👔 His role as VP of eCommerce
  • 🎨🖼️ The unique selling proposition of selling hand-painted reproductions of famous artwork
  • 📦📊 Inventory management strategies for eCommerce
  • ⛓️📉 Use of the Theory of Constraints in inventory management
  • 📱🔄 Development and spin-off of Communicator Base, a supply chain software
  • 🤝🌍 Challenges in partnerships with large retailers post-pandemic

If your firm is struggling with new business, contact Lee McKnight Jr. at lee@rswus.com for a conversation. That’s our sole focus at RSW/US.

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Ad Agency Business Performance so far in ’24: 3 Takeaways Ep. 105
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Ad Agency Business Performance so far in ’24: 3 Takeaways Ep. 105

Ad Agency Business Performance so far in ’24: 3 Takeaways Ep. 105

Welcome to “3 Takeaways”, our agency new business video series where we give you three takeaways to help improve your new business program.

We just released our 2024 RSW/US Mid-Year Progress Report-we surveyed ad agencies and marketers at the end of June as a follow up to our 2024 New Year Outlook Report in January, and we’ve got some stats to report to you agencies out there. 

The first one comes from this question we asked agencies:

How was your business performance the 1st half of 24 versus the first half of 23?

Ad Agency Business Performance so far in '24 3 Takeaways Ep. 105

Happy to report 62% of agencies said there was some improvement, or it was significantly better.

’23 was rough, agencies needed this.

So let’s dig into some of the reasons behind this stat, and a few things to be aware of for the rest of the year. 

Here’s your first takeaway:

Sales pipelines increased

One agency responded with “We have a solid sales pipeline again”.

We’re not out of those 2023 woods all the way yet, but if your agency is not actively pursuing new business, you need to start yesterday, because pipelines are generally stronger so far in 2023. 

Alright, second takeaway:

Specialized agencies are in a better position

One agency responded: “We have really honed our niche and are actively promoting it. Starting to see returns!”

I’ve said it before in this series, specialization doesn’t mean you only focus on one vertical. 

But you do need focus, that’s what prospects are looking for. 

And your third takeaway:

Mixed project sizes and client spending caution

Not all roses and rainbows at this point.

Activity is increasing, but certainly seeing some agencies experiencing a mix of larger and smaller projects.

One agency said:

More activity, but with smaller projects to supplement, while working to retain all our current clients

And then despite an increase in leads and pipeline, some agencies are still seeing some slower deal closures, reminiscent of 2023.

One agency said: “greater lead volume and pipeline activity, still slow to close”.

Look, if nothing else, you’ve got to take advantage of what’s coming in the rest of 2024 and you’ve got to get that business development strategy and process in place as soon as possible.

So, again, not completely out of the 2023 woods yet, but definite signs of optimism at this halfway point in the year, and more stats and data for your agency in our latest report, which you can download now at no cost.

All right, we’ve got more videos around our report coming in the next several weeks.

Thanks for watching.

You can get more of our content at rswus.com, just hit that resources drop down.  

Watch the full episode below:

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Marketer’s Edge Interview with Julia MacMullan: Educational Marketing
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Marketer’s Edge Interview with Julia MacMullan: Educational Marketing

RSW/US is an outsourced ad agency business development firm that works specifically with ad agencies, PR Firms, and Martech Firms to find better-qualified new business opportunities and get you closer to close

In this episode of Marketer’s Edge we’re talking educational marketing with Julia MacMullan, Director of Marketing at Springside Chestnut Hill Academy, the largest independent school in Philadelphia.

If your ad agency focuses on educational marketing, and specifically independent, private schools, you should watch this episode of Marketer’s Edge.

SCH offers a unique educational model that empowers its younger students with a single-sex education in Pre-K through 8th and a coed experience in Upper School.

Students learn in a community that inspires unbounded curiosity, independent thought, and a passion to effect positive change. SCH’s unparalleled, 62-acre campus combines the best of city and suburb, and they are distinguished by their signature programs in entrepreneurial leadership, global travel, robotics and engineering, college preparation, new media, outdoor education, and principles of sustainability.

Why Ad Agencies and Marketing Services Firms Should Watch This Episode – Julia talks:

  • 🧠 Concerns about students’ mental health during and after COVID-19, and policies regarding technology use in schools.
  • 💻 Shift from large open house events to virtual sessions for student recruitment.
  • 📚 Curriculum changes focusing on AI in education and evolving teaching methods.
  • 🔮 Julia’s predictions for the future of private education, including curriculum adaptations and marketing strategies.
  • 🎓 Benefits of the school’s educational structure and how it is communicated to prospective families.
  • 🏫 What kind of school Springside Chestnut Hill Academy is and Julia’s role within the organization.
  • 🌐 Challenges faced during the pandemic, such as transitioning to online learning and marketing.
  • 🌍 The importance of their website for marketing and engagement during COVID-19.
  • 🔄 Potential consolidation of smaller schools, addressing diversity, equity, inclusion, and sustainability issues.
  • 🤝 Advantages of collaborating with external agencies for marketing support.
  • 💡 Her advice for marketers considering bringing outside agencies onboard.

If your firm is struggling with new business, contact Lee McKnight Jr. at lee@rswus.com for a conversation. That’s our sole focus at RSW/US.

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Marketer’s Edge Interview with Randy Kush: Local Retail Marketing
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Marketer’s Edge Interview with Randy Kush: Local Retail Marketing

RSW/US is an outsourced ad agency business development firm that works specifically with ad agencies, PR Firms, and Martech Firms to find better-qualified new business opportunities and get you closer to close

In this episode of Marketer’s Edge we’re talking Local Retail Marketing with Randy Kush, co-owner of 7 Day Furniture in Omaha and Lincoln, Nebraska.

If your ad agency focuses on local retail marketing, you should watch this episode of Marketer’s Edge.

Founded by ex-NFLer Rod Kush, the company is now run by Rod’s two sons, Troy and Randy.

7 Day Furniture is truly a local, family-owned business with 65 employees.

They are proud to be a part of the greater Omaha and Lincoln communities and their promise to their customers and their mission is to always provide the best quality service and products at the most affordable prices.

Why Ad Agencies and Marketing Services Firms Should Watch This Episode – Randy talks:

  • Changes made by Randy and his brother Troy since taking over in 2020
  • Importance of company culture and strategies to improve it
  • Impact of the economy on consumer spending and the retail market in Nebraska
  • 7 Day Furniture’s marketing strategy and brand positioning
  • Use of AI in marketing and other current trends
  • Future plans for e-commerce at 7 Day Furniture
  • Use of external marketing agencies and their roles
  • What kind of business 7 Day Furniture is and Randy’s role within the organization
  • The origin of the name 7 Day Furniture
  • Family dynamics in the business and advice for other family-run businesses
  • Challenges faced by marketers and marketing agencies in 2024
  • Advice for marketers considering bringing a new agency onboard
  • And, Advice for agencies trying to win business from marketers like Randy

If your firm is struggling with new business, contact Lee McKnight Jr. at lee@rswus.com for a conversation. That’s our sole focus at RSW/US.

 

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Marketer’s Edge Interview with Rebecca Morris-Hoeft: Financial Marketing & Social Responsibility
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Marketer’s Edge Interview with Rebecca Morris-Hoeft: Financial Marketing & Social Responsibility

RSW/US is an outsourced ad agency business development firm that works specifically with ad agencies, PR Firms, and Martech Firms to find better-qualified new business opportunities and get you closer to close

In this episode of Marketer’s Edge we’re talking financial marketing and social responsibility with Rebecca Morris-Hoeft, who spent nearly 10 years as Chief Brand Officer at Sunrise Banks and is now CEO & Founder of the Morris Hoeft Group.

If your ad agency focuses on financial marketing or social responsibility, you should watch this episode of Marketer’s Edge.

Sunrise Banks offer financially inclusive products that aim to better the lives of their clients in the Twin Cities Metro and beyond.

They don’t see themselves as bankers – they see themselves as a social engine for good.

The bank focuses on positive community engagement and partners with like-minded companies to extend its mission nationally and around the world.

Why Advertising Agencies Should Watch This Episode- Rebecca talks:

  • What kind of organization Sunrise Banks is and what she does for them
  • Social Responsibility and what it means to be a “Social Engine for Good”
  • Role of Chief Brand Officer at Sunrise Banks
  • Building a community and social impact at Sunrise Banks
  • Front-facing positioning and marketing strategies employed at Sunrise Banks
  • Social impact initiatives at Sunrise Banks
  • Future of the banking industry – digital transformation and relationship building
  • Role of AI and ChatGPT in marketing and banking
  • Involvement with marketing agencies for SEO, customer focus groups, media prep, and storytelling
  • Her advice to agencies looking to win business from marketer’s like herself
  • And, advice for marketers considering bringing a new agency onboard

If your firm is struggling with new business, contact Lee McKnight Jr. at lee@rswus.com for a conversation. That’s our sole focus at RSW/US.

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Marketer’s Edge Interview with Jill Sammons-Credit Union Marketing
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Marketer’s Edge Interview with Jill Sammons: Credit Union Marketing

RSW/US is an outsourced ad agency business development firm that works specifically with ad agencies, PR Firms, and Martech Firms to find better-qualified new business opportunities and get you closer to close

In this episode of Marketer’s Edge we’re talking credit union marketing with Jill Sammons, Senior Vice President Marketing, Well-Being & Wealth Advisory at BCU.

If your ad agency focuses on credit union marketing, you should watch this episode of Marketer’s Edge.

BCU is a purpose-driven organization that empowers people to discover financial freedom.

With over $6 Billion in assets, BCU is also one of the fastest growing credit unions in the last four decades.

Both not-for-profit and member-owned, the Credit Union is driven by the commitment to provide extraordinary service for more than 350,000 members across the US and Puerto Rico. BCU members enjoy access to financial services and well-being programming that inspire confidence through the brand promise Here Today For Your Tomorrow.

Lifetime membership is offered to employees and families of America’s best workplaces and those living or working in Chicago-area communities.

Why Advertising Agencies Should Watch This Episode-Jill talks:

🌟 Know to Grow Strategy and Prioritizing Initiatives

🚀 Differentiation Strategies in the Saturated Banking/CU Market

🤖 Utilization of AI Technology in Marketing Jill’s efforts

🤝 Collaboration Between In-House Teams and External Agencies

📈 Advice for Marketers Considering New Agency Partnerships

BCU Overview

🏦 BCU and Its Unique Approach in the Credit Union Industry

💡 BCU’s Focus on Financial Well-Being and Partnership with Large Employers

💪 Implementing Strategies to Improve Employees’ Financial Well-Being

📚 Leadership Style and the Influence of “Truth About Leadership” Book

🌟 Importance of Shared Values and Mentoring at BCU

If your firm is struggling with new business, contact Lee McKnight Jr. at lee@rswus.com for a conversation. That’s our sole focus at RSW/US.

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Marketer’s Edge Interview with Amanda Kantor-Brewery Marketing
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Marketer’s Edge Interview with Amanda Kantor: Brewery Marketing

RSW/US is an outsourced ad agency business development firm that works specifically with ad agencies, PR Firms, and Martech Firms to find better-qualified new business opportunities and get you closer to close

In this episode of Marketer’s Edge we’re talking brewery marketing with Amanda Kantor, Marketing Manager at Saucy Brew Works in Cleveland, Ohio.

If your ad agency focuses on breweries and brewery marketing, you should watch this episode of Marketer’s Edge.

Founded in 2015, Saucy Brew Works is more than just a brewery; it is a lifestyle brand dedicated to crafting exceptional experiences. With a strong passion for both beer and coffee, Saucy Brew Works believes in the power of connection—whether it’s enjoying a morning coffee as the sun rises or sharing a crisp beer with friends at sunset.

Saucy Brew Works pours passion into every step of their process, from selecting the finest ingredients to employing cutting-edge techniques. This dedication results in a collection of exquisite and unique craft beers. The team at Saucy Brew Works is committed to offering the best of brewing excellence to their customers and is constantly exploring new avenues to maintain freshness and authenticity. Their mission is clear: to cultivate a sense of belonging.

Why Advertising Agencies Should Watch This Episode-Amanda talks:

🍻 What kind of business Saucy Brew Works is and what she does for them.

🚀 The company’s expansion and entry into the coffee business.

💰 Raising money via crowdfunding to help with expanding into the brewing and coffee markets.

🏅 How the company differentiates itself from the competition.

👥 How Saucy Brew Works attracts and retains customers.

🤖 How she uses technology and the potential of using AI for recipe creation.

👩‍💼 How she and her team of three handle all aspects of their brand and marketing.

🏢 Their use of agencies.

🍽️ How and why Saucy Brew Works positions itself as a food and beverage destination with a wide range of offerings to cater to different preferences.

📈 Her‘s advice for marketers looking to bring a new agency on board.

💡 Advice she would give agencies looking to win business from her.

If your firm is struggling with new business, contact Lee McKnight Jr. at lee@rswus.com for a conversation. That’s our sole focus at RSW/US.

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Why Business Development Efforts Fail in Mid-Sized Ad Agencies
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Why Business Development Efforts Fail in Mid-Sized Ad Agencies

🎥 This is episode 103 of “3 Takeaways,” our RSW/US ad agency new business video series where we share three key takeaways to help you enhance your new business program and we’re talking Why Business Development Efforts Fail in Mid-Sized Ad Agencies

🚧 Tackling a Critical Issue: Why Do So Many Business Development Efforts Fail in mid-sized agencies?

Starting is half the battle, but once agencies get started, they often create their own roadblocks. Being too close to the effort and the business makes it difficult to see these obstacles.

If you notice one of these situations in your efforts, it’s time to step back and evaluate. We’ll break this down over two episodes. Here are the first three reasons why biz dev efforts fail:

1️⃣ Lack of Prospecting Skill Set

Having a knack for advertising doesn’t necessarily translate into being great at sales, especially at the top of the funnel. Agency principals often lack this specific skill, which is about making quick, impactful connections rather than detailed pitches upfront.

Agency principals often apply their pitch style to top-of-the-funnel activities, but these are very different processes. You have seconds to break through at the top of the funnel, and it’s easy for internally managed biz dev efforts to fizzle out due to frustration.

2️⃣ No Manageable Plan

Time and again, we’ve seen agencies take on too much initially and quickly get overwhelmed.

Baby Steps should be your mantra. While we aren’t diving into specific steps today, the first one is crucial: block out your calendar for the next month with 1 hour a day devoted to biz dev and stick to it as best you can.

That’s where you start.

3️⃣ Lack of Focus

Your agency needs a clear positioning aligned with the needs of your target verticals. It’s not just about what you want to sell; it’s about addressing what your prospects need help with.

These can be mutually exclusive, but always think about what your prospect wants to hear: “How can you help solve my business challenges?”

If you see these issues cropping up in your business development efforts, take a step back. Evaluate and adjust your approach using the insights we’ve discussed. Recognizing these roadblocks is the first step towards overcoming them and ultimately winning more business.

Stay tuned for the next episode, Part 2 on Why Business Development Efforts Fail in Mid-Sized Ad Agencies, where we’ll cover additional reasons why biz dev efforts fail and how to address them.

Why Business Development Efforts Fail in Mid-Sized Ad Agencies

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