• Accept that your agency has strengths and weaknesses, and use every tool to achieve your goals.

    The Mistake of Misunderstanding Chemistry

    Blair Enns, founder of Win Without Pitching, wrote a great article on 10 new business development myths. In it he references my father, Stuart Sanders (founder of Sanders Consulting Group), […]

     
  • How many agencies are all trying to do the same thing?

    Stop Following the Formal Pitch Process!

    Most agencies look and act pretty much the same to most prospects – perhaps doing something differently can help you stand out and win. Let me share a short story to […]

     
  • Blow past the competition! Fast close more business.

    Fast Close More Agency New Business Wins

    Fast closing means closing prospects within 48-hours, or within 7 days at most, from the time of the first visit. That means you bypass formal presentations, proposal writing, long reviews, […]

     
  • Painful Ad Agency Prospect Presentation Mistake

    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 […]

     
  • Understanding baseball opens up new ways for an agency to win new business.

    Ad Agency Baseball: The Secret to Winning New Business

    Most agencies focus on the pitch, the show, the new business presentation. This is putting the spotlight on the wrong place. By then, most of the really important decisions have […]