With thousands of companies to choose from, and so little time to choose them, your agency needs to define who qualifies to be a prospect or client. Not every company ...

To succeed in today's market, and perhaps even to survive it, a generalist advertising agency faces a harder path than ever before. This is not a comfortable thing to ...

We are what we do. It is our book, more than anything else, that attracts new business leads, enhances recruiting of talented creative employees, and encourages clients to trust us ...

Many agency principals and new business strategists are now reconsidering agency specialization. In a diverse marketplace, identifying and leveraging agency strengths can help you grow your agency business. The pressure ...

The process of gaining new business is tough. In our seminars, we stress the need for being relentless about prospecting. It almost always takes more than one call to get ...

Every agency knows the importance of a sustained new business effort. Most agencies assign that responsibility to a handful of people and leave everyone else out of the equation. That ...

Tire-kickers, time-wasters, window-shoppers. Call them what you will. They are the bane of the small and mid-sized agency, eating up time and resources that would be better spent on serious ...

In today’s fast-paced, competitive environment, clients aren’t just looking for agencies—they’re looking for strategic partners who can deliver results and help them stay ahead. That means ...

An agency principal lamented to me about her clients, saying, “It seems as if we’ve been in a great client drought for the past few years. Each of our ...

If you follow the advice we dish out regularly, your agency conducts a 365-day-a-year new business effort aimed at winning great accounts. And while an ongoing effort is a very ...

When I was fresh out of college, I did something that haunts me to this day. Before you make assumptions, let me just stop you and say, no, I did ...

We often write about the nitty-gritty lead qualification process, but curation is a different approach than merely running down the checklist. It implies deeper consideration of the benefits that you ...

Good job. You’ve won a key new piece of business. You have worked hard to achieve it. Now what? It’s a fair question and one that many agency ...

How well is your agency prepared for new business this year? Take a look at the following checklist and see how you score.

Do you have a unique story for ...

I recently read a great article from DesignWeek, stating that an agency creative director may be the best person to “sell” to new business prospects. Here’s why in a ...

When you decide to respond to a request for proposal (RFP), you need to adopt a particular mindset.

Your primary goal is not to win, but to avoid elimination! The ...