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

Background

The following questions and perspective from RSW/US come
from a group of agencies who took part in...
Background

Background

As a means of follow up, this ebook presents 7 key questions
asked by those attending agencies, in...
Q1: What are the keys to winning? (What
makes a difference in the room? What
kind of tactics or tools should be
employed? ...
1. What are the keys to winning?

// Page 5

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
1. What are the keys to winning?

// Page 6

2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
1. What are the keys to winning?

// Page 7

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

•In Agency New Business, Make Them Feel Like You’re (ALWAYS) Ramping Up
•Agency New Business Discussion w...
Q2: What's the biggest complaint about
agencies during the sales process?
2. What's the biggest complaint about agencies during the sales process?

// Page 10

2013 RSW/US-BOLO Highlights:: Agency...
2. What's the biggest complaint about agencies during the sales process?

// Page 11

2013 RSW/US-BOLO Highlights:: Agency...
2. What's the biggest complaint about agencies during the sales process?

// Page 12

2013 RSW/US-BOLO Highlights:: Agency...
2. What's the biggest complaint about agencies during the sales process?

.

// Page 13

2013 RSW/US-BOLO Highlights:: Age...
Further
Reading

•Ad Agency New Business-Suppress That Urge To Talk About You
•Put On That $%*! Agency New Business Sales ...
Q3: What's a good breakdown of efforts
for new business development?
3. What's a good breakdown of efforts for new business development?

// Page 16

2013 RSW/US-BOLO Highlights:: Agency New ...
3. What's a good breakdown of efforts for new business development?

// Page 17

2013 RSW/US-BOLO Highlights:: Agency New ...
3. What's a good breakdown of efforts for new business development?

•
•
•
•

// Page 18

2013 RSW/US-BOLO Highlights:: Ag...
Further
Reading

•The Inbound Challenge – Part I
•The Agency Post-The Inbound Challenge (Part II)
•Put On That $%*! Agency...
Q4: How important is category or sector
specialization?
4. How important is category or sector specialization?

// Page 21

2013 RSW/US-BOLO Highlights:: Agency New Business Ques...
4. How important is category or sector specialization?

// Page 22

2013 RSW/US-BOLO Highlights:: Agency New Business Ques...
4. How important is category or sector specialization?

// Page 23

2013 RSW/US-BOLO Highlights:: Agency New Business Ques...
4. How important is category or sector specialization?

// Page 24

2013 RSW/US-BOLO Highlights:: Agency New Business Ques...
4. How important is category or sector specialization?

// Page 25

2013 RSW/US-BOLO Highlights:: Agency New Business Ques...
Further
Reading

•RSW/US Discussion With Ignition Group’s Tim Williams-Agency Specialization Not
Just About Sector
•Agency...
Q5: If your experience in the digital space
is light, but your knowledge of the space is
solid, how would you position you...
5.If your experience in the digital space is light, but your knowledge of the
space is solid, how would you position yours...
5.If your experience in the digital space is light, but your knowledge of the
space is solid, how would you position yours...
5.If your experience in the digital space is light, but your knowledge of the
space is solid, how would you position yours...
Further
Reading

•10 Agency New Business Questions for Paul Pomeroy
•Your Agency New Business Plan-I Want To Start A New L...
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?

// Page 33

2013 RSW/US-BOLO Highlights:: Agenc...
6.What's the best method for finding out who is looking for a new agency?

// Page 34

2013 RSW/US-BOLO Highlights:: Agenc...
Further
Reading

•The Second Hardest Part about Agency New Business
•You Dare Doubt The Power of Prospecting For Advertisi...
Q7: Since people select agencies in large
part based on the chemistry and
personalities of the agency, what's the
fastest ...
7.

Since people select agencies in large part based on the chemistry and
personalities of the agency, what's the fastest ...
7.

Since people select agencies in large part based on the chemistry and
personalities of the agency, what's the fastest ...
7.

Since people select agencies in large part based on the chemistry and
personalities of the agency, what's the fastest ...
Further
Reading

•Agency New Business: Our story doesn’t change, we just need to find the right
ears.
•The Three Ingredien...
Background
Contact

Want to know more
about RSW/US? Contact
Lee at lee@rswus.com
// Page 41

2013 RSW/US-BOLO Highlights::...
Thank You!
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2013 RSWUS-BOLO Highlights-Agency New Business Questions and Perspective ebook

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The original agency new business questions in this ebook came 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 each began at the luncheon.

Time went quickly, and we weren’t able to get to nearly as many questions as we wanted to, so as a means of follow up, this ebook presents 7 key questions asked by those attending agencies, initial insight around each from RSW/US and links to further thought leadership around each.

Thanks to BOLO and to all the agencies who participated.

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2013 RSWUS-BOLO Highlights-Agency New Business Questions and Perspective ebook

  1. 1. 2013 RSW/US-BOLO Highlights: Agency New Business Questions and Perspective
  2. 2. Background Background 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. // Page 2 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  3. 3. Background 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. // Page 3 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  4. 4. 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.)
  5. 5. 1. What are the keys to winning? // Page 5 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  6. 6. 1. What are the keys to winning? // Page 6 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  7. 7. 1. What are the keys to winning? // Page 7 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  8. 8. Further Reading •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 // Page 8 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  9. 9. Q2: What's the biggest complaint about agencies during the sales process?
  10. 10. 2. What's the biggest complaint about agencies during the sales process? // Page 10 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  11. 11. 2. What's the biggest complaint about agencies during the sales process? // Page 11 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  12. 12. 2. What's the biggest complaint about agencies during the sales process? // Page 12 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  13. 13. 2. What's the biggest complaint about agencies during the sales process? . // Page 13 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  14. 14. Further Reading •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 // Page 14 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  15. 15. Q3: What's a good breakdown of efforts for new business development?
  16. 16. 3. What's a good breakdown of efforts for new business development? // Page 16 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  17. 17. 3. What's a good breakdown of efforts for new business development? // Page 17 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  18. 18. 3. What's a good breakdown of efforts for new business development? • • • • // Page 18 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  19. 19. Further Reading •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 // Page 19 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  20. 20. Q4: How important is category or sector specialization?
  21. 21. 4. How important is category or sector specialization? // Page 21 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  22. 22. 4. How important is category or sector specialization? // Page 22 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  23. 23. 4. How important is category or sector specialization? // Page 23 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  24. 24. 4. How important is category or sector specialization? // Page 24 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  25. 25. 4. How important is category or sector specialization? // Page 25 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  26. 26. Further Reading •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 // Page 26 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  27. 27. 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?
  28. 28. 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? // Page 28 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  29. 29. 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? // Page 29 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  30. 30. 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? // Page 30 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  31. 31. Further Reading •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? // Page 31 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  32. 32. Q6: What's the best method for finding out who is looking for a new agency?
  33. 33. 6.What's the best method for finding out who is looking for a new agency? // Page 33 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  34. 34. 6.What's the best method for finding out who is looking for a new agency? // Page 34 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  35. 35. Further Reading •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 // Page 35 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  36. 36. 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?
  37. 37. 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? // Page 37 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  38. 38. 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? // Page 38 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  39. 39. 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? // Page 39 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  40. 40. Further Reading •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 // Page 40 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  41. 41. Background Contact Want to know more about RSW/US? Contact Lee at lee@rswus.com // Page 41 2013 RSW/US-BOLO Highlights:: Agency New Business Questions & Perspective
  42. 42. Thank You!

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