Why Prospects May Not Understand Your Pitch (Even If It’s Good)

We know we need to communicate clearly to our prospects. And yet, agencies keep reaching for phrases like “data-driven decisions,” “client-first process,” and “relentless problem-solving.”

These high-level abstractions communicate little and might even be doing more harm than good.

Here are 10 common phrases I see all the time, along with some clearer, more grounded alternatives. Not perfect but hopefully a little more helpful.

Four Ways to Make Your New Business Presentations Better

You’ve been nurturing a prospect patiently for months and now, finally, you’re given an opportunity to make a presentation to the client team! Before you trot out the same old new business credentials deck, here are four ways to get yourself in a better position to win.

To Defend or Condemn the Agency Showreel

The 2-min agency showreel is a beloved new business tool. But is it time to end the love affair?

What Makes a Good Agency Credentials Deck? (And, Does Your Agency Even Need One?)

I’m not a big fan of the creds deck, at least not the 10-15 slide deck we’re most familiar with. Agencies use their credentials decks too early in the sales process and expect them to do more than it’s designed to do. While I’m not going to single-handedly eliminate the credentials deck from the agency new business toolkit, at least I can help you make it better.