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Going the Extra Mile: Support Your New Business Outreach
Reaching out to prospects should be the centerpiece of any ad agency’s new business activity. New business outreach should drive the allocation of resources — not just budgets but the use […]
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Win More New Business!
You CAN win more new business! The books all state that the president of the agency has to do new business. The 4A’s state that you must have $10 million in billings […]
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In New Business You Must Take the Lead, Keep the Lead, and Win!
Sometimes we come across a marketing firm that really wants, or needs, a new business win. Somehow they were able to get the opportunity, only to let the everyday distractions get […]
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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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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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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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Advertising Agency Growth: How One Leader Did It
To grow your advertising agency (or PR, design, digital, etc), start with a professional evaluation. We call that professional evaluation a DayOne. Agencies who want to improve go through this […]
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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 […]
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Guest Post: A Copywriter’s Survival Guide to Pitching
We’ve been pitching a lot lately (and winning, yippie!). So I thought I’d write a guide on the best ways I’ve discovered to survive pitching, week in week out. Gym […]
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