A discovery call is the first of many conversations and can be defined as a time to uncover where your prospect is in their buying journey. Before guiding the conversation toward services or capabilities,...

Research shows that brands are looking at not only capabilities but industry expertise and case studies before compiling a shortlist of agencies to work with. To be in the best position to win new clients,...

It’s no secret; the business development process is grueling.  Even Digiday reported in an article earlier this year, “‘Never not on a pitch’: Staffers feel burnout amid agency pressure to...

We’re rounding out 2022 new business trends with a focus on Experimental Budgets. Those elusive and magical dollars are set aside to try new things and open new channels for brands. We know that marketers’...

And on the 1st day of Christmas, my true love (ahem, Winmo), gave to me… With holiday cheer in full swing, we’re taking a break to celebrate the 12 days of Christmas with our partner Winmo, our clients,...

The past two years forced many agencies to take a hard look internally at their business development efforts. When the Pandemic began, paused agreements and decreasing scope were standard across huge swaths...

Success in the new year hinges on our ability to understand and predict the current and future market conditions around our business. For agencies, the last year and a half have brought near-constant change...

Wouldn’t it be great to assign your agency’s new business responsibilities to your clients? That’s exactly what you’re doing when you have strong strategies in place for referrals and...

When planning for the new year, the common perception is that most companies begin planning their new year goals sometime around the Thanksgiving holiday and will not firm up their final plans until the...

Case studies are useful guides to educate and influence your prospective new clients. While there seems to be a general consensus on the case study structure most prospects expect to see, there are real...

Recently we had the opportunity to join team Winmo on their Win More Podcast to talk everything agency, or at least as much as you can cover in 40 minutes.  Throughout our conversation we talked about:...

Every day there are more and more articles posted about the importance of your overall corporate culture.  Like this one from CEOWorld.  Agencies, in particular, tend to put an emphasis on ensuring their...

It’s been six months. Six months of a slow, methodical, pragmatism by the market to get back to some sort of normal. Slow employment and rising inflation have caused the recovery to go a bit slower than...

It’s been over a year since we all began the trial and error of remote working and virtual meetings, no matter the industry. Although the pandemic brought challenges and adversities, there is one...

2020 has taught us many things, but one of the biggest learnings has been around most of our agencies’ need to better understand and predict where their future new business will come from. Last March,...