New Business Insights From the Front Lines

Overlook some small stuff and you’ll stop lead gen in its tracks

Remember the great moment in that popular 90s movie, “Jerry Maguire,” when Renée Zellweger said to Tom Cruise, “You had me at hello”? I can’t remember exactly what he said, but it must have been really good! I noticed an email in my inbox the other day. The subject line caught my attention, so I […]

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Closing the gap to thought leadership success

Most advertising agencies and marketing services firms recognize that relevant knowledge sharing is a valuable ingredient in a smart marketing program. But like most things related to agency marketing and business development, getting it done is anything but easy. If your firm consistently creates and shares knowledge and insights that help your target audience, kudos […]

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Getting off the roller coaster…

THE PATH TO MORE PREDICTABLE REVENUE There’s no doubt that roller coaster riding is an extremely popular form of entertainment. Millions of people every year (yours truly not included) relish the thrill of a wild and unpredictable ride. When it comes to growing an advertising agency or marketing firm, as B.B. King sings, “the thrill […]

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Organizational paralysis stifles new business and threatens your agency

WHY WE GET STUCK AND HOW TO GET YOURSELF UNSTUCK When we hear the word “paralysis” we usually think about the physical body. Paralysis also happens in organizations, often with devastating consequences. The inability to act can negatively impact every aspect of your firm including the bottom line. Think about it, your business is not […]

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Getting blindsided stings!

NOT JUST ON THE FIELD I caught a call from an agency principal last week who  was devastated to learn that a significant client had decided to take their business to another firm. Not only was this news bad for the bottom line, what made matters worse was that the agency appeared to be totally […]

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What value do prospects infer from you…and does it really matter to them?

in•fer [in-‘fur]: to derive a conclusion from facts or premises. The nice thing about buying a product is that you can usually either see it, touch it, smell it and/or even try it. You’re pretty much able to know exactly what you’re about to buy. It’s not so easy with a service. Consider professional service […]

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Tailor your communication style to better connect

We recently spent a nice but somewhat stressful weekend visiting family.  It reminded me of the importance of recognizing how different we can be from one another in the way that we interact and communicate. It also reminded me that if we actually hope to “get along”, recognition is only part of the solution. While […]

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Are prospects running away from you?

“The last thing I want is to be at a conference where someone sees my badge and turns the other way because they don’t want to interact with me.” This is a recent quote from an agency business development director. It’s the reaction that no one wants or can afford – from business developers to […]

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