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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 […]
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A Hard Lesson In New Business
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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Understanding People Pays Big Dividends
A call came in from a small agency with a big challenge: how to better understand prospects to win some new business. The agency wanted to win the advertising account of […]
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New Business: It’s Not You, It’s Me
Chemistry is that funny stuff in the space between people. It’s not about you or me, but what’s between us. That space is called Chemistry and it’s a driving force […]