When agencies are considering our services, one of the first questions I ask is how they’ve handled new business in the past and are currently handling it. I ask the same question at the conferences we attend. One response I often receive when an agency is considering a change, in regards to past performance: “we […]

Long agency review lists might sound like a great thing to many marketers… But in reality, they have just the opposite effect:  they harm review processes. My desire when shopping is to want to look at as many options as possible before making a decision. I know that in the end, there is a diminishing […]

The annual Mirren Agency is always a great event.  Hundreds of agencies, lots of great insights, and a great way to stay current on what’s happening in the marketing agency world. Each year, they invite other search consultants in to speak about the world of agencies and what it takes to win in an agency-client […]

Brent Hodgins gave an insight-filled presentation at the Mirren Conference this week titled Getting the Most Out of Your New Business Director. Of the myriad takeaways was a focus on setting expectations for your new business director, as well as setting expectations for yourself, around your new business director. In particular, Brent pointed out the […]

A client recently told our Owner, Mark, that there are realistically 1-2 weeks when a prospect will be receptive to, or have a need for, your agency. While anecdotal, it’s still an astute observation, and in our experience, true. So knowing that, new business can’t stop and start. Agency New Business Can’t Stop And Start […]

One thing we know agencies have a hard time doing is making time for a consistent new business process. Clients must, after all, come first-which means the agency typically comes last. With that in mind, I traded emails with an agency principal recently who, to be up front, didn’t need our help. She very kindly […]