• Make time to work on that most valuable client.

    Your Agency’s Most Important Client?

    Which one of your many clients is the most important to your agency? A client who will never leave you. A client who will always pay its bills to you. […]

     
  • You don't have to bowl a perfect strike every time to win in new business.

    Perfect is the Enemy of Winning New Business

    There are many great agency leaders, and they all try hard to be perfect. Most leaders work hard making sure everything the agency produces is as close to perfect as […]

     
  • No ad agency has a perfect record when it comes to retention.

    Dead Man Walking: 5 Steps to Save a Client

    If you’ve been invited by one of your clients to participate in an agency review process, it’s probably too late. There are exceptions of course – if the review is a corporate […]

     
  • Unless you’ve made the effort to define your agency’s brand, you’re likely to miss one opportunity after another.

    Ad Agency Branding Leadership Lesson

    We have been shouting from the roof tops that the agency brand is the most important element of new business. Sadly, there are many agencies that feel their brand is […]

     
  • If you team is begging for new business help, what do you do?

    How to Tell Your Boss It’s Time for New Business Help

    There is no secret manual providing clear direction on how to build and grow a successful marketing communications firm. We feel agency leaders need to get their heads around the […]

     
  • Perhaps some rules of etiquette and conduct are needed in new business.

    Code of the New Business Professional

    I’ve worked in new business for many years, all over the world, and have had the pleasure of meeting some of the best and brightest. One of my greatest joys is […]

     
  • Sometimes it’s better to just say no and just walk away.

    The Prospect You Need To Turn Down

    Sometimes it’s better for an agency to just say NO to new business! There are times in every agency owner’s life that a prospect comes in and forces a gut […]

     
  • Being the leader is a lonely job. Reach out and get some help.

    Three Important Ad Agency Leadership Questions

    As an agency owner it almost goes without saying that part of your job is to plan for the long term legacy of your agency. As agencies, big and small, […]

     
  • The future of ad agencies is uncertain.

    Agency2020: Agency of the Future

    There’s a new, smarter way to run an agency these days. Once, advertising agencies had it all. Agencies were the envy of the business world, until others started preying on […]

     
  • Clients come in many different flavors.

    #INBOUND Conference: FAQs About Chemistry, Client Retention and Growth

    I presented at the #INBOUND Conference on a topic that is vital for every agency leader to understand: Chemistry. New business wins most often depend on which firm the prospect […]