New business is one of those responsibilities that should be fully integrated into your daily schedule. But for a lot of agency leaders, it's not. I think it’s why new business plans fail. Here’s a framework to help you operationalize your new business strategy and a roadmap for prioritizing activities on a daily, weekly, quarterly, and annual basis.
Read MoreRunning an agency review is hard work and when clients make unreasonable requests, it can be a proxy for saying, “hey, this is an important decision and we just don’t want to make a mistake.” Probe for the real reasons -- are there better ways to address them? Remember, your job in a new business pitch is to win. Sometimes that means challenging the rules.
Read MoreI’ve seen my fair share of healthy relationships between agency owner and new business person. But unfortunately, unhealthy relationships outweigh healthy ones. Here are five things you can do to ensure you’re embarking on a satisfying collaboration that will lead to increased revenue, healthy agency growth, and a more sophisticated approach to pursuing the right clients.
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