According to a new survey by RSW/US, about 8 in 10 agencies believe that the number of opportunities for new business are about the same as last year (34.4%) or have increased (44.8%). But, more
than 8 in 10 say that obtaining new business is either as hard or harder than it was last year.
Difficulty of Obtaining New Business vs. Previous Year (% of Respondents) |
Degree of Difficulty | % of Respondents |
A lot easier | 1.8% |
Easier | 15.7 |
The same | 47.6 |
Harder | 25.3 |
A lot harder | 9.6 |
Source: RSW/US,October 2012 |
Agencies that say they are having a tougher
time finding new business because they believe there are fewer opportunities out there, or not looking hard enough, or aren't open to starting a relationship with a small piece of a client's pie with
the hopes of growing it into something larger.
Reasons For Difficulty in Obtaining New
Business (% of Responses; Multiple Selections OK) |
Reason | % of
Responses |
Less time to accomplish | 20.7% |
Fewer
opportunities | 65.5 |
Harder to break through to prospects | 58.6 |
Can’t invest in new business program | 5.2 |
Other | 22.4 |
Source: RSW/US,October 2012 |
The most effective tools for generating new business, according to agencies, are referrals (59%), networking (57.4%), and business from existing clients (57.4%). As marketing ranks thin,
there are fewer people moving from one company to the next - thus limiting referral and networking opportunities.
Marketing Tools Most Effective in Generating New Business (% of Responses; Multiple Selections OK) |
Tool | % of Responses |
Social media | 11.5% |
Referrals | 59.0 |
Email marketing | 11.5 |
Paid search | 1.6 |
Organic search | 4.9 |
Cold calls | 18.0 |
Networking | 57.4 |
Conferences | 9.8 |
From existing clients | 57.4 |
Presentations
or speaking | 24.6 |
Email campaigns | 9.8 |
Source: RSW/US,October 2012 |
Agencies are significantly more likely to believe that the number of new business
opportunities is increasing relative to last year, than remaining the same or declining.
Opportunities For New Business Relative to Previous Year |
Opportunity | % of Respondents | Expectation For 2013 |
Remain the same | 34.4% | 34.4% |
Increase | 44.8 | 61.7 |
Decrease | 20.8 | 3.9 |
Source: RSW/US,October 2012 |
Marketers
are getting more and more sophisticated, says the report, and need firms to help them strategically find their way into the digital and social space, and integrate these new platforms.
Digital
and social continue to drive new business opportunities for Agencies, with 76% and 53% of Agencies, respectively, stating that they are seeing these two areas as the biggest drivers of business
relative to other marketing/media platforms.
Frequency of Business Opportunity
Type (% of Responses; Multiple OK) |
Type of Opportunity | % of Responses
|
Digital (web, design, mobile) | 76.3% |
Search
(paid or organic) | 19.1 |
Social media | 52.6 |
Traditional (print, TV, etc) | 46.1 |
Sales collateral | 23.0 |
Trade show support | 13.8 |
Media planning/buying | 28.3 |
Inbound marketing programs | 6.6 |
Source: RSW/US,October 2012 |
The report includes responses to questions
from Adweek about the changing nature of how Marketers are reviewing agencies. Nearly 1/2 of all Marketers say that creative is always part of the pitch process. Operational considerations are growing
in importance when reviewing Agencies (according to Marketers) 73% say it is "growing in importance".
Frequency of Creative And Operations Presenations Included in the “Pitch” (% of Respondents) |
Included In Pitch | Creative | Operations, Resources,
Efficiencies, Cost “Growing in Importance” (A lot to not at all) |
10 = Always | 12.8% | 28.2% |
9 | 10.5 | 16.5 |
8 | 22.1 | 28.2 |
7 | 18.6 | 11.8 |
6 | 12.8 | 5.9 |
5 | 8.1 | 5.9 |
4 | 8.1 | 2.4 |
3 | 5.8 | 1.2 |
2 | 1.2 | 0.0 |
1 | 0.0 | 0.0 |
Source: RSW/US,October 2012 |
And, from the “marketers” viewpoint, the report
includes to the response to the question “... how do you most often learn about new (to you) agencies... ?
Marketers Learn About Agencies (Other Than Referrals; % of Responses; Multiple OK) |
Source | % of Responses |
Social Media | 15.6% |
Email from agency | 58.3 |
Mailings
from agency | 49.0 |
Industry conferences | 35.4 |
Webinars | 11.5 |
Phone calls from agency | 46.9 |
Source: RSW/US,October 2012 |
For additional information about the study and more responses, please visit RSW/US here.