time running out

The Agency Client Relationship

The agency client relationship typically lasts about eighteen months, that’s from initial romancing through to the inevitable breakup. The stages and approximate lengths of time are shown on the graphic wheel below. From an agency new business person’s perspective it is essential to understand these phases and the opportunities (or lack of them) that they[…]

Trust Building

Building Trust for Business Development

Building trust for business development is essential since a lack of trust can prevent you from warming up your leads. A potentially fatal consequence that will likely lead to a deterioration of the business relationship, hindering it from progressing positively which is why building trust is so important for agency new business. Fortunately, there are[…]

Baseball Pitch

The Secret to Winning New Business

The Secret to Winning New Business? Most agencies focus on the pitch, the show, the capabilities presentation. This is putting the spotlight on the wrong place. By then, most of the really important decisions have probably been made. The really good agencies win early: the pitch merely confirms a decision. There are only four obstacles[…]

Perfect Telephone Sales Pitch

Perfect Telephone Sales Pitch

The perfect telephone sales pitch and jazz have an awful lot in common. In jazz the skilled performer will interpret a tune in very individual ways, never playing the same composition exactly the same way twice. Depending upon the performer’s mood and personal experience, interactions with fellow musicians, or even members of the audience, a[…]