• Learn how to control the energy in new business.

    How To Lose A Prospect You’ve Won

    The pitch went like clockwork, the prospect was ready to go, and the only thing standing in the way was “how much?” Then everything went south, fast. The agency president, […]

  • The likable ad agency is not luck-of-the-draw.

    Agency Likeability: The Hidden Side of New Business

    Your firm’s likeability, often called “chemistry,” describes the relationship between your firm and a good prospect. Most leading search consultants rate chemistry as the most critical tipping point that either […]