The Most Important Principle of New Business Pitching

I learned the most important lesson about new business pitching from an unlikely source for a man in my business: record producer Jimmy Iovine. In 2013 I was a proud dad sitting in the audience at the University of Southern California’s commencement ceremony. The keynote speaker was famous music producer and co-founder of Beats headphones, [...]

Can You Keep A Secret? Nondisclosure Agreements in the Agency-Client Relationship

Creative agencies such as marketing firms, website developers, and advertising and design groups can often be reluctant to approach the issues of confidentiality and intellectual property rights ownership with prospective business clients. Those who set agency policies may feel that asking for a nondisclosure agreement (NDA) is too off-putting during business development discussions – as [...]

The 5 Most Common Legal Mistakes in Agency New Business – and How to Fix Them

The agency new business process is, for most agencies, exciting and stressful at the same time. While your team is focused on the thrill of a potential “win,” and what that could mean for the agency’s fortunes, it’s probably equally under stress about meeting deadlines, putting forth your best efforts for the prospect, and keeping [...]

How Do Advertising Agencies Get New Business with John Heenan

If there’s any one “system or process” that agencies really struggle to put into place and consistently execute on – it’s agency new business development. You know you need to do it. You know your business literally depends on it. And yet, you let client work and other fires steal your attention from this mission [...]

The Importance of Chemistry in Business with Bob Sanders

What do CMOs and other decision makers say is the final decision point when it comes to hiring an agency? Chemistry. Many agencies believe that chemistry is not really in their control but actually, there are definitely some things you can do to connect at that level. In a recent podcast, I had a conversation [...]

New Business Prospecting & Making Your Agency Attractive to Prospects with Chuck Meyst

As agency owners, the topic of new business prospecting is one that’s always on your mind. How do you do it in a way that’s different from every other agency out there? Is there a better way?  Can you truly differentiate yourself?  Who is your right fit client? The value in finding the right prospects [...]

Why Getting New Business Doesn’t Have to be a Mystery with Peter Levitan

I don’t care how big or old your agency is — you want to win more new business. If I could bottle business development success — I’d be a billionaire. Honestly – getting new business for your agency is not as mysterious as we make it out to be.   There is a methodology that [...]

Hey agency owner – want a no fail agency new business tactic?

One of the biggest issues that agency owners and other key staff that are charged with agency new business face is getting on the radar screen of their prospects. This is where a small business marketing technique could come in handy. Read on for more. Even when you have the experience, knowledge and chops to help a prospect move [...]

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