Agency New Business Frustration Reason #38: What do I mean by selling the invisible? The notion came, as many solid post topics do, from a conversation I had with an agency team on how the industry has changed, relative to new business. More specifically, one of the principals asked me how our world of new […]

Some agencies decide they want to land that big client and go prospecting for whales, focusing their new business strategy solely on 5 to 10 of those in the hopes of landing just one. Aspirational prospects should be included in your new business plan, but this 25th episode of 3 Takeaways explains why it’s not […]