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Ch-ch-ch-ch-changes
We are all witness to the change in marketing occurring all around us. Consumers, buyers, or more to the point, marketers are also in the middle of this change. Declining response rates, unwilling consumers, decreasing…
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What if you don’t have category experience
video game industry beat a group of well-established B2B agencies to win a Fortune 500 multinational construction and engineering globe giant, as reported by Adweek. How does that happen? Our industry is full of exceptions…
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Spoiler Alert! Agency loses pitch
The goal is to win but when you don’t the next best thing is to understand why so the agency can improve and grow. Surprisingly, many agencies don’t ask why. When they do, it is…
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The top reason your business development isn’t successful
What are the three biggest barriers to new business success for agencies? If you ask agency owners, you may get a different answer than the business development people at the agency. I just conducted a…
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Advice From Your Future Client
It is often hard to get honest feedback from a prospect after a chemistry Zoom or a pitch post-mortem when the decision didn’t go your way. We hear things like: “you have a great agency,…
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What do marketers want to know about a new agency
Standing out among the endless barrage of ad agency prospecting is an increasing challenge for business development pros. To capture the attention of a new prospect, the odds are significantly increased when the message is…
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So many ad agencies, so little difference
There are tens of thousands of advertising agencies selling the same products and services. Almost as many claim to be unique, different, or better while using essentially the same descriptors as the others. From a…