How To Win Clients | Ad agency new business

Everybody has a plan until they get punched in the mouth.

Ad Agency New Business: Knockout the Competition

New business, like boxing, is a zero-sum game. There are only winners or losers. If your firm has felt like a new business loser for too long, bring us in […]

Ad Agency – New Business Rainmaker

What makes a great ad agency new business rainmaker? I was recently doing some account service training with a small agency down south, and as par for the course, I asked about […]

Agency growth takes time, flexibility, ambition and passion.

Ad Agency Growth: 8 New Business Approaches

There is no question ad agency growth is important. There have been countless books, articles and conferences trying to highlight the art of winning new business. As we often say, […]

Hunting the Prospect: 6 More Ways to Build Ad Agency Growth

There is an old fable out of Africa that goes something like this: “Every morning in Africa, a gazelle wakes up. It knows it must run faster than the fastest […]

Ad Agency Learns "Less is More" In New Business

Two weeks after Torch Training, a 20-person agency received a tip – a national hotel chain was unhappy with their current agency. The principal gave the prospect a call, introduced […]

Most capabilities presentations are just killing time.

Need to win more new business? Don’t show your capability presentation!

First Contact: The Key Step That Turns a Good Prospect into a Client. One of the biggest new business mistakes usually happens at the initial point of contact in the […]

There is one clear winner at the end of an RFP process.

Winning The RFP Process: 10 Rules

Let me start out by saying I really don’t like the RFP process. But, to paraphrase Churchill’s famous dictum about democracy: the RFP process is the worst form of agency […]

The Most Important Client At Your Agency?

Most ad agencies are spending way too much time on their accounts and not enough time on the agency’s business. Often when consulting with an agency we will ask them […]

Understanding why you failed is the first step in turning new business around.

7 Ideas On Why Your New Business Program Is Failing

For an ad agency, no other activity can match the reassurance that winning new business can provide. Not keeping clients. Not winning awards. Not making more money. New business wins […]

With the right training anyone can be a champion!

You Want to Be a New Business Champion?

Do you want to be great at new business? To grow your agency? To be a hero to your staff and peers? If you want to be a champion, then […]