Bob Sanders

Understanding baseball opens up new ways for an agency to win new business.

Ad Agency Baseball: The Secret to Winning New Business

Most agencies focus on the pitch, the show, the new business presentation. This is putting the spotlight on the wrong place. By then, most of the really important decisions have […]

Now is the best time to go fishing for new business.

New Business in Tough Times: 5 Ideas for Growth

A recent B-to-B Magazine headline shouted, “Desperate ad agencies scramble for business.” There is no disputing that the current climate is the most challenging our industry has experienced in memory. The […]

Creative Age | The Future Of Marketing

Just as marketers are getting religion about the importance of social media, they are in danger of failing to see that social media is just a vehicle, not the solution. […]

A New Business Quiz

Ad Agencies, PR, design, and digital firms, creative hot shops and more must become experts at finding prospects and winning new business. The competition has never been greater. Firms of all […]

Winning New Business: The Tour

All the agency-selection advice given to prospects by associations, books, periodicals, and websites stress the importance of an agency tour before final selection. Additionally all search consultants strongly stress the […]

Profiling the Client Relationship

The things you say, the way you look, the materials you present – all are part of chemistry. And the clients are watching. Your likeability, which you can control with client […]

Want more new business? Turn loose your sharks!

10 Rules of Sharking For New Business

There has been much debate about how best to do new business and organically grow a firm. In reality, there is probably no one right answer. There are, however, many […]

Zen of New Business

The lack of agency growth is all about what takes place within an agency. It’s rarely what takes place outside an agency. Again and again, The impossible problem is solved. […]

Profiling is the key to unlock new business wins.

Profiling the New Business Prospect

Many advertisers try to be objective, but “chemistry is probably 50% to 60% of the decision factor” comments a retail marketing director. In a recent Ad Business Report survey of […]

Staying in the middle of the road is never safe.

Account Management – Road Kill in a Fee-based, Project-based Economy

More and more agencies are finding that account management is misunderstood, under appreciated and maybe misbranded. Agencies have had to find new ways to cope with the demands of a […]