Build a Better Agency Podcast Episode 521 Trends and Tactics for Business Growth with Lee McKnight Jr
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Sep 28, 2025 Lee McKnight Jr, an agency new-business expert at RSW/US, shares insights from their 2025 Agency New Business Survey. He discusses the key challenges agencies face, like budget constraints and longer sales cycles, highlighting that a staggering 93% believe their growth engines are underperforming. However, the mood is optimistic as agencies ramp up content marketing and productize services. The conversation also touches on the importance of AI in business development and the need for agencies to collaborate effectively with in-house teams.
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External Factors Driving Pipeline Strain
- Agencies increasingly cite external factors (budgets, longer sales cycles, economic uncertainty) as their biggest challenges.
- A striking 93% say their growth engine isn’t strong enough, signalling systemic pipeline issues.
Build A Consistent Content Cadence
- Keep a consistent content-driven cadence (podcasts, LinkedIn posts) to create ongoing touches that sustain your pipeline.
- Treat new business like dollar-cost averaging: show up regularly so you’re in the consideration set when prospects are ready.
Referrals Are Strong But Unreliable
- Referrals still dominate (75%) but are unpredictable and insufficient as a sole growth strategy.
- Agencies plan to increase BD investment and content, reflecting a shift toward proactive inbound tactics.