• 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 […]

     
  • Unleash your ad agency.

    The Real Reason Ad Agencies Struggle

    Why is it so difficult to get stuff done? Why do so many leaders find it hard to communicate and execute in today’s ad agencies? It all starts at the top. […]

     
  • Accept that your agency has strengths and weaknesses, and use every tool to achieve your goals.

    The Mistake of Misunderstanding Chemistry

    Blair Enns, founder of Win Without Pitching, wrote a great article on 10 new business development myths. In it he references my father, Stuart Sanders (founder of Sanders Consulting Group), […]

     
  • The Mad Men Final: The Lost Skills of Advertising

    The Mad Men Final: The Lost Skills of Advertising

    It’s the end of an era, in more ways than one. The hit AMC show Mad Men series finale wrapped up a glimpse into a lost world of advertising. At the […]

     
  • Leaders find a way around obstacles.

    Is Your Ad Agency On The Wrong Path?

    How do you know if your marketing firm needs a new vision? Some agency leaders may believe they already have a sense of direction. The feeling is often: “We’ve gotten […]