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The Prospect You Need To Turn Down
Sometimes it’s better for an agency to just say NO to new business! There are times in every agency owner’s life that a prospect comes in and forces a gut […]
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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 […]
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Painful Ad Agency Prospect Presentation Mistake
The head of account service (we’ll call him “Tom”) at a fast-moving regional agency was on a roll. Tom had just closed the largest account in the history of the […]
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5 Most Common Mistakes in New Business Outreach
Outreach is vital for new business, vital to building awareness about your firm, and an important way to express your interest in your prospect’s industry. Most agencies seem to be […]
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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 […]
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New Business: Warning Signs of a Nightmare Prospect
New business sometimes lands you in strange places – learn how to read the signs. This has never been truer than in challenging time like these. Winning is everyone’s objective, […]
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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 […]
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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 […]
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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 […]
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