Several of us here in the office made a day trip to Akron, OH for a meeting, and a member of our team (nice recommendation, Steve) suggested we have lunch at a local/regional favorite, Swensons Drive In. Their tag line is “America’s Best Cheeseburger”, a lofty claim to make, to be sure.  Apparently, Forbes said […]

I had an opportunity to conduct my first pitch consulting engagement this week with an agency in the Southeast. The agency is really good at winning smaller assignments but historically struggles to win the bigger client prizes. As part of the process, I reviewed their proposals and RFPs won and lost, and had them present […]

I attended a presentation from new business leaders at their respective agencies, and there was an interesting dichotomy between the individuals on stage and in the audience. The five on stage all worked at agencies that were part of major holding companies.  The audience, conversely, as shown by a show of hands in response to […]

I’m going down a rabbit hole with this one, but it’s a topic near and dear to my “sales” heart. That is, leading sales email with “Hi, I hope you’re well.” May seem like a minor thing, and maybe it is, but the topic, or practice, comes up more than you might think. And a […]

This episode comes from a conversation I had with an agency principal. Overall, this principal said he was optimistic about the industry, but struggled with the lack of client loyalty, the RFP slog and potential clients constantly shopping. Our 3 Takeaways provides you with some important food for thought if this sounds familiar.