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MOST RECENT

New Business

Effective Small Agency New Business Is All About Scale

Deborah Budd
11/15/2023

If all agencies had to do every day was run their new business programs, a steady flow of new business would be coming through the pipeline.

Sadly, agencies DO have ...

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The Perfect Client

Second Wind
11/9/2023

It has always been true that for an agency to do good work and make a fair profit at doing it, the client has to be a “good” client. The ...

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Seven Steps for a Final Quarter New Business Push

Seven Steps for a Final Quarter New Business Push

Second Wind
10/23/2023

With the third quarter already a month gone, we hope we’re in time to share a few reminders about closing out your year with a strong new business push ...

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How Do You Get Referrals? Seven Tips for Agency New Business

Second Wind
5/10/2023

Obtaining valid new business leads is a goal for all agency principals. And there are few leads as valuable as a referral, where the agency may assume they were recommended ...

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Finding Your Next Best Account Ever

Finding Your Next Best Account Ever

Deborah Budd
2/7/2023

Can you look at your present client list and say with conviction that they are all loyal, tied fast to your agency and sure to stay with you far into ...

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Surrounded by Gorillas

Second Wind
1/25/2023

For a small to midsize agency, one of this business' most dangerous situations is having a large account. We define a large account—a “gorilla”—as one that controls more ...

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13 Steps to Convert Referrals to Clients

13 Steps to Convert Referrals to Clients

Second Wind
1/4/2023

No discussion of ad agency new business is complete without considering the value of a good referral. In fact, according to the most recent Second Wind Annual Agency Survey Report ...

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The Structured Proposal

Second Wind
6/14/2022

Writing a proposal is one of the most difficult things many of you must do as agency principals or managers. It is headache-inducing, trying to get inside your prospect’s ...

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Test Your Presentations by Pretending to Be the Prospect

Deborah M. Budd
10/27/2021

Rehearsal makes you more confident. Confidence plays very well to a business audience. Yet too many ad agencies and marketing communications firms go into new business pitches with little or ...

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Landing The Big One! What Every Smaller Ad Agency Needs to Know

Beth James
7/21/2021

Winning a really big account can either float a smaller ad agency’s boat, feeding new growth for the agency and employees… or sink it under the weight of client ...

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Your Old Clients Are Your New Clients

Second Wind
6/29/2021

Funny how things go in the agency business... You work hard, build great relationships, create great work, and before you know it the client moves on to bigger and, they ...

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When Down Is Up

When Down Is Up: Making the Most of Downtime

Second Wind
1/5/2021

We heard an interesting fact from an agency principal not long ago. He said that his ad agency had been losing about $100,000 per year in billable hours through ...

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