new business development

Effective Small Agency New Business Is All About Scale

Deborah Budd

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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Surrounded by Gorillas

Second Wind

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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When Down Is Up

When Down Is Up: Making the Most of Downtime

Second Wind

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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