• How many times can you miss in new business?

    Stop Missing Out On New Business You Should Win

    You can have the best creative in the business, the best strategic processes that outflank your competition, and the best brand knowledge, and still not win any new business. It […]

  • Why Prospects Don’t Tell You the Truth

    Why Prospects Don’t Tell You the Truth

    What really happens when you ask a good prospect tough questions? A short time ago, I was training an agency on Spark (how to generate more leads and win more […]

  • Learn how to recognize the unique pattern, or profile, of each prospect.

    Ad Agencies: Use Chemistry To Win New Business

    Creating good chemistry is an art. It doesn’t just “happen.”  Many advertisers try to be objective, but “chemistry is probably 50% to 60% of the decision factor,” comments a retail […]

  • The key is to break the cycle.

    Common Business Cycles: Find Your Agency

    If new business is the heartbeat of an agency, then new business leads are the pulse. If your agency isn’t seeing a steady stream of prospects who are interested in […]

  • Successful pitching is neither art nor science… it’s both.

    New Business: The Winning Pitch

    If you’re in the agency business, you quickly learn you have to be good at pitching, i.e. presenting for new business. If you’re going to really grow your firm, you […]

  • 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 […]