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 ...

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 ...

It is working. The weeks of calls, outreach, and relationship building are paying off. A potential client wants to meet.

What do you do?

Who attends

The ideal situation is ...

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 ...

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 ...

Most agencies build prospect lists around rational criteria. Budget size, industry fit, geographic proximity, financial stability. All of those filters are necessary. The one that almost never appears on the ...