celebrate winning new business

5

create a plan

position Your firm

TARGETING

manage the meeting

strategicfollow-up

ups and downs

agency new businesso f

22

11

33

44

5

Get the word out about your firm through multiple channels. Marketers say they hear about new agencies through:

Email 58% Direct Mail 49% Phone Calls 47%

the percentage of agencies blogging at least twice a month has risen

from 55% to 81%.

Proceed to Level 5 if you are one of them!

35%35%

BLOGi

Since 2014USE MULTIPLE

CHANNELS FOR MESSAGING AND

MOVE AHEAD!

99% of Agencies indicate they use LinkedIn t0 support new business efforts.

Invite your prospect(s) to connect following your first meeting.

of agencies say they use “account-based principles” in new business development – marketing to prospective organizations as well as key contacts within them.

Proceed to Level 5 if you are one of them!

Have A plan?move ahead!

New business planning is more than an annual exercise. Make it successful by setting weekly priorities and acting on them.

Ensure your new business development plan has SMART objectives: Specific, Measurable, Achievable, Relevant, Time-Oriented.

66% of Agencies concede they do not have a new business development plan.

88% of Marketers say industry expertise is important in selecting an agency; target your efforts!

72% of Marketers lament agencies arrive at first meetings under-informed about their

business and industry. Avoid setbacks: study your prospects closely.

Listen to the prospect! 79% of Marketers think agencies talk too

much about themselves in meetings.

Does this sound like you?Take some quiet time.

GO DOWN TO LEVEL 2!

Being able to "affect the buying process” leads to more new

business wins.

50% of agencies indicate they have succeeded in significantly affecting the buying process in

new business won.

Less than 3% of Agencies report closing business during a first meeting.

Create your follow-up plan BEFORE the first meeting, and stay ahead.

CONNECT53% of Marketers say agencies are NOT sufficiently aggressive in following up after a meeting.

Wrap up the first meeting with specific next steps, including a date for a follow-up meeting.

TO AVOID, USE

RSW/US IS A FULL SERVICE, OUTSOURCED AGENCY LEAD GENERATION AND NEW BUSINESS DEVELOPMENT FIRM THAT HELPS MARKETING SERVICE COMPANIES (EXCLUSIVELY) FIND AND WIN NEW BUSINESS. WE HELP AGENCIES BY BETTER POSITIONING THEM IN THE MARKET, FINDING QUALIFIED LEADS, SETTING MEETINGS AND HELPING MOVE THEM CLOSER TO CLOSE.

*Data Sources: RSW/US New Year Outlook Surveys; RSW/US Thought Leader Surveys