2013 | Ad agency new business | Sanders Consulting Group

Simple Problem Solving: 5 Whys and Why-Why?

The other day an interesting conversation reminded me of the old consulting tool called the “5 Whys.” It’s a simple question-asking method used to explore the cause/effect relationships underlying a […]

When creating a winning presentation remember that it needs to be a show, each phase surprising the audience.

Ad Agency: 6 Winning Presentation Reminders

There are a few simple presentation rules that are often forgotten when it comes to giving winning presentations, whether it’s for new business, for your team, or for a conference […]

Four types of people; which one are you?

New Business: It’s Not You, It’s Me

Chemistry is that funny stuff in the space between people. It’s not about you or me, but what’s between us. That space is called Chemistry and it’s a driving force […]

‘Tis The Season – Agency Planning for the New Year

‘Tis the season for reflection and planning about the ad agency and where you want to go in the new year. Every year, we help more agencies develop their growth […]

What distinguishes the expert from the novice is the thousand tiny little refinements one makes to improve.

New Business: It’s the Small Stuff

There is always another side to new business that agencies often overlook – little things that, when added up, can help (or hurt) your firm in big ways. Wrapped up […]

Clients want ideas to transform their business.

Organic Growth: Client Service Not Organized to Deliver Results

Most account service departments aren’t set up to deliver what clients value most: a steady stream of value-based initiatives. Clients say a steady stream means one good idea per month, […]

It's tempting to offer discounts, until you find your work is no longer valued.

Client Negotiation: How to Avoid Discounting Your Services

The ad industry isn’t a discounted industry, thank goodness. At least not yet. But it is a negotiated industry where we should expect to negotiate over the prices of goods […]

Companies Never Fire Ad Agencies

People do. And people fire agencies every day for a wide variety of reasons. They justify their decisions in a variety of ways. In numerous industry studies, researchers have noted […]

Change the market’s perception of your ad agency with one simple idea!

Open House Creates New Business

When was the last time you invited all the media reps, vendors, and influencers in your market to an open house at your firm? What we call watering the grapevine, […]

Agency Likeability: The Hidden Side of New Business

Your firm’s likeability, often called “chemistry,” describes the relationship between your firm and a good prospect. Most leading search consultants rate chemistry as the most critical tipping point that either […]