• You want to win the new business race going away.

    In New Business You Must Take the Lead, Keep the Lead, and Win!

    Sometimes we come across a marketing firm that really wants, or needs, a new business win. Somehow they were able to get the opportunity, only to let the everyday distractions get […]

     
  • Bypass the RFP, go directly to the finals.

    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 […]

     
  • Dress appropriately for the occasion, but don’t be one of the crowd.

    That Wonderful Hollywood Ad Agency Image: Looking the Part

    It’s always been my personal view that because the ad business is so very visual, your outfit, meaning what you wear, sends a big message about you and your firm. […]

     
  • 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 […]

     
  • Good luck with new business!

    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 […]

     
  • 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 […]