Your Phone Is Your Client-A Cobbler's Children Update for 2021

The most-used description we hear for agencies and their new business process (or lack of one) is the story of the cobbler’s children. (If you’re not familiar, read here.) But given that’s a proverb from hundreds of years ago, I was struck with inspiration for an update to describe how often agencies ignore the process of […]

4 Questions To Ask Yourself When Judging First Prospect Meeting Effectiveness

When agencies are considering our services, one of the first questions I typically ask is how they’ve handled new business in the past and are currently handling it. One response I often get when an agency is considering a change, in regards to past performance: “we had someone internally but the prospect meetings didn’t go […]