Bob Sanders

Grow Your Clients: Shift Into High Gear

Shift your account management team into high gear and grow your ad agency. Over the past few years we’ve been lucky to have worked with many creative firms, both small and large, […]

Ad Agency Tour Wins Account

With any aggressive agency new business program, you should be touring more people than you ever imagined. I’ve talked before about how important setting up a proper tour is for […]

Ad Agency Learns "Less is More" In New Business

Two weeks after Torch Training, a 20-person agency received a tip – a national hotel chain was unhappy with their current agency. The principal gave the prospect a call, introduced […]

Take chance out of the client relationship.

How do CMOs make decisions? And How Can The Ad Agency Help?

Smart agencies work hard to remove any “chance” out of the client relationship – by focusing on the relationship. MarketingSherpa recently published a new chart from their Website Optimization Benchmark Report […]

Find a way to simplify the pitch process.

47% of Ad Agencies Hate the New Business Pitch Process

Pitching is part of an advertising agency’s DNA; it’s often mandatory if an agency wants to acquire new business. With the average length of the client relationship diminishing from eight […]

What are the secrets behind the new biz pros?

Secrets of the New Business Pros

All successful new business pros, seem to have unlocked special ad agency new business tactics to winning. We often look at them and wonder how they learned to do what […]

Unleashing Your Ad Agency

What are your plans for the future? The agency of the future, like the company of the future, has to be agile and lean. Where the buzz a few years […]

The Beginning of the Digital Kaboom!

“Where’s the kaboom? There was supposed to be an Earth-shattering kaboom!” Marvin The Martian Many out there claim to know what’s going on with the whole digital revolution we’ve all been […]

Is the future of advertising agencies really this bad?

Understand the New Marketing Challenges

Is the future of advertising agencies really a long, bleak, lonely journey into nothingness? A place where high-speed idea factories have replaced agencies in the tactical area. Where the client “c-suite” gets all strategic communication […]

Most capabilities presentations are just killing time.

Need to win more new business? Don’t show your capability presentation!

First Contact: The Key Step That Turns a Good Prospect into a Client. One of the biggest new business mistakes usually happens at the initial point of contact in the […]