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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 […]
A New Business Quiz

Ad Agencies, PR, design, and digital firms, creative hot shops and more must become experts at finding prospects and winning new business. The competition has never been greater. Firms of all […]
Winning New Business: The Tour

All the agency-selection advice given to prospects by associations, books, periodicals, and websites stress the importance of an agency tour before final selection. Additionally all search consultants strongly stress the […]
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 […]
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 […]