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Undecided What To Do About New Business?
One day can make a difference if you’re here: You see lots of business opportunities, but you aren’t sure how to tap into them Your new business batting average isn’t […]
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Hawk Tails: Interview with Fred Goldberg
Have you ever wondered what it was like in the crazy days of advertising during the greatest boom of our time? I mean what it was really like? If […]
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The New Business Budget Game: Up to Six Million
To avoid discounting your work, we believe agencies should discuss money whenever a new job or project is brought up, right when the assignment is first mentioned by the client. […]
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Time To Fix The Advertising Agency Client Relationship?
Isn’t time to revisit your agency-client relationship, or why don’t you bring me flowers anymore? In the old days, it was easy: win the account, work hard and make money. […]
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Good Luck With The Future Of Advertising
Recently, we were called in to help a small five-person marketing firm set up a new business system. After a day-long session, they decided that their “new” brand, something they […]
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How To Win Clients Without A Formal Review
From a Logo to a Complete Brand Study in 48 Hours. It seemed like a simple assignment. A small design agency was called by a national insurance firm asking about […]
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How One Ad Agency Used the Tour to Bypass the RFP Phase
We were already in this nice 30-person agency conducting a new business training session, setting up a Spark. The session was going great, when over lunch the president asked me […]
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Check Your Agency’s Client Retention Destiny
An agency personality is projected by its people, its work, its facilities, and what the agency holds as important. Select the area(s) in the chart that best represent the personality your […]
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How To Lose A Prospect You’ve Won
The pitch went like clockwork, the prospect was ready to go, and the only thing standing in the way was “how much?” Then everything went south, fast. The agency president, […]
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Painful Ad Agency Prospect Presentation Mistake
The head of account service (we’ll call him “Tom”) at a fast-moving regional agency was on a roll. Tom had just closed the largest account in the history of the […]
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