New Business Insights From the Front Lines

7 words no firm wants to hear…

Picture this. Over the past five years, your firm has played a key role in helping a client move to a market leadership position. During that time they’ve nearly doubled their share of business and sales grew significantly. You’ve also won all kinds of industry awards for the work your team created. Everything looks and […]

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Don’t shoot the messenger…

“We’re on our third business developer in the past two years. I can’t seem to find the right person.” If this sounds familiar, you’re not alone. It’s a theme that I’ve heard consistently over the years. In fact, these words came from a frustrated agency president that I just spoke with. What’s interesting is that […]

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What if a gorilla client leaves tomorrow?

There’s good news and bad news in my message today. Let’s start with the good news. Opportunity usually accompanies change. Now for the bad news. Agency turnover continues to be extensive. According to the recently released CMO Council’s Outlook Survey, 64% of respondents said that they dropped at least one agency last year and more […]

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