• A New Business Fable

    A New Business Fable

    Once upon a time, there was a nice advertising agency in an important city far, far away. The agency had four key partners named Everybody, Somebody, Anybody, and Nobody. The […]

  • Rule 5. Never brag at the new business meeting.

    Overselling Is a Fatal New Business Disease

    A new business win the bag – I was so proud, and couldn’t wait to share the news. I had been following up on a good prospect, a large regional hospital […]

  • In new business never lose sight of the big picture.

    I’ll Win That New Business Pitch! Missing the Forest

    We’ve found that most presidents of firms in the marketing communications industry don’t really understand new business. And they don’t like it. They solve this problem by spending their time […]