2013 RSW/US-BOLO Highlights: Agency New Business Questions

and Perspective

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

The following questions and perspective from RSW/US come from a group of agencies who took part in a luncheon at the 2013 BOLO digital conference in Scottsdale, AZ. Agencies were asked to provide one prominent agency new business challenge or question, and initial discussions around these questions began at the luncheon.

Background

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Background

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

Background

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Background

As a means of follow up, this ebook presents 7 key questions asked by those attending agencies, initial insight around each and links to further thought leadership around each. Thanks to BOLO and to all the agencies who participated. For those wanting to learn more about RSW/US, visit our site here or contact Lee McKnight at lee@rswus.com.

Q1: What are the keys to winning? (What makes a difference in the room? What

kind of tactics or tools should be employed? If it's about creating

excitement and building confidence in what you're doing, what can an agency do to help build that during a presentation.)

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1. What are the keys to winning?

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1. What are the keys to winning?

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

1. What are the keys to winning?

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2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

•In Agency New Business, Make Them Feel Like You’re (ALWAYS) Ramping Up

•Agency New Business Discussion with Omnicom Agencies

•Put On That $%*! Agency New Business Sales Hat! Chapter 6: We Don’t Care How

Nice They Are!

•RSW/US Getting To Close Webinar

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Further Reading

Q2: What's the biggest complaint about agencies during the sales process?

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2. What's the biggest complaint about agencies during the sales process?

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

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2. What's the biggest complaint about agencies during the sales process?

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2. What's the biggest complaint about agencies during the sales process?

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

2. What's the biggest complaint about agencies during the sales process?

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2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

•Ad Agency New Business-Suppress That Urge To Talk About You

•Put On That $%*! Agency New Business Sales Hat! – Chapter 4: It’s Not About You

My Friend!

•What Marketers Really Want To Tell Advertising Agencies

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Further Reading

Q3: What's a good breakdown of efforts for new business development?

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3. What's a good breakdown of efforts for new business development?

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3. What's a good breakdown of efforts for new business development?

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

3. What's a good breakdown of efforts for new business development?

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2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

•The Inbound Challenge – Part I

•The Agency Post-The Inbound Challenge (Part II)

•Put On That $%*! Agency New Business Sales Hat! – Chapter 3: Going Beyond the

Homework Basics

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Further Reading

Q4: How important is category or sector specialization?

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4. How important is category or sector specialization?

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4. How important is category or sector specialization?

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4. How important is category or sector specialization?

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4. How important is category or sector specialization?

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

4. How important is category or sector specialization?

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2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

•RSW/US Discussion With Ignition Group’s Tim Williams-Agency Specialization Not

Just About Sector

•Agency Specialization and New Business-RSWUS Video

•Marketers Care Less About Agency Specialization Than You Think

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Further Reading

Q5: If your experience in the digital space is light, but your knowledge of the space is solid, how would you position yourself to

a prospective client?

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

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5.If your experience in the digital space is light, but your knowledge of the space is solid, how would you position yourself to a prospective client?

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

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5.If your experience in the digital space is light, but your knowledge of the space is solid, how would you position yourself to a prospective client?

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

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5.If your experience in the digital space is light, but your knowledge of the space is solid, how would you position yourself to a prospective client?

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

•10 Agency New Business Questions for Paul Pomeroy

•Your Agency New Business Plan-I Want To Start A New Life

•RSW/US Video-What Ad Agency Criteria Matters Most to Marketers?

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Further Reading

Q6: What's the best method for finding out who is looking for a new agency?

6.What's the best method for finding out who is looking for a new agency?

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2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

6.What's the best method for finding out who is looking for a new agency?

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2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

•The Second Hardest Part about Agency New Business

•You Dare Doubt The Power of Prospecting For Advertising Agency New

Business?!

•Agency New Business Prospecting From A Position of Strength

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Further Reading

Q7: Since people select agencies in large part based on the chemistry and

personalities of the agency, what's the fastest way to build trust during the new

business process?

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

7. Since people select agencies in large part based on the chemistry and

personalities of the agency, what's the fastest way to build trust during the new business process?

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7. Since people select agencies in large part based on the chemistry and

personalities of the agency, what's the fastest way to build trust during the new business process?

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7. Since people select agencies in large part based on the chemistry and

personalities of the agency, what's the fastest way to build trust during the new business process?

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

•Agency New Business: Our story doesn’t change, we just need to find the right

ears.

•The Three Ingredients For Ad Agency New Business Success And A Challenge

•Ad Agency New Business: Forget The Philosophy & Focus On The Business

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Further Reading

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective

Background

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Contact

Want to know more about RSW/US? Contact Lee at lee@rswus.com

Thank You!