Tap Into the Purpose Behind the Transaction
I bet I can guess your Why. What I mean is, if you are...
Creating Objections
In my counsel to agency principals and business development personnel I spend too much...
Should You Publish Pricing on Your Website?
We've gone from an era where creative firms never published their pricing on their...
The Cost of Creativity
When an entrenched specialist is invited to compete for opportunity outside of his area...
“Let’s see what kind of client you’ll make.”
Let’s try on the idea of you being as ruthlessly discerning with your prospective...
Debunking the Myths of Selling Financial Services
There are two common myths about selling financial services that might be keeping you...
Strategy Traps
Agencies all over the world today are trying to get ‘more strategic’: to position...
New Year’s Themes, Not Resolutions
There is a period in everyone’s development, I believe, where they choose to be...