• Is the grass really greener on the other side?

    What Are The Real Assets In Your Marketing Firm?

    Constantly changing client demands, new marketing technology and shifting options are all circling overhead, demanding the attention of agency leaders. These red herrings have shifted the focus outward, away from […]

  • A guest post from a big ad agency exec.

    A call from an old friend, new business, and how to win!

    It’s funny, after awhile you forget some of the great stories that come out of the agencies we’ve trained. And then, out of the blue, we get a call from […]

  • There is plenty of new business out there – all you need is a spark!

    Agency Post: Simple Rules For New Business

    The Agency Post, an interactive publication for ad, PR and marketing professionals, was kind enough to post my thoughts on new business here. A short snippet: At its heart, new […]

  • Tear down the walls - set your staff free.

    Structure Can Be The Enemy

    The agency had lost a key account that represented a large percentage of its revenue, and as a result it had been forced to reduce staff. Within 6 months they […]

  • There is a massive tank filled with new business opportunities – what are you doing to tap into it?

    Is Your Agency Winning or Losing New Business?

    This is a repost of what I wrote for Norman Sherman over at the The Troyanos Group – a leading marketing industry recruiting and consulting firm. Outstanding company. New business is […]

  • How many times can you miss in new business?

    Stop Missing Out On New Business You Should Win

    You can have the best creative in the business, the best strategic processes that outflank your competition, and the best brand knowledge, and still not win any new business. It […]

  • What’s the real value of an idea?

    Are Ad Agencies Too Expensive?

    Many advertising agencies are starting to hear more and more that they are too expensive. Having worked with many of them we know most ad agency rates are reasonable. The […]

  • Never give in to the big guys.

    How Can a Small Agency Compete in New Business?

    With some smart strategic thinking any small agency can win over one of the big agencies.  Many smaller firms we’ve worked with over the past few years have won going up against some of the […]

  • Change is opportunity, if you know where to look.

    Change Marketing Is A Powerful Tool To Find Prospects

    Smart agencies target recent changes or appointments in the marketing, advertising or management areas with key companies or prospects they want. The old change management rule says the new contact […]