Collecting, Communicating and Closing in a Time of Crisis
In last week’s post Three Steps to Surviving and Thriving in a Crisis I...
“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...
Telephone Truths
When speaking to a successful agency business development VP the other day I asked...
Should You Publish Pricing on Your Website?
We've gone from an era where creative firms never published their pricing on their...
The Complex Battle for Margin
The battle to increase gross profit margin isn’t that complicated. By simply charging more...
Creating Objections
In my counsel to agency principals and business development personnel I spend too much...
Strategy Traps
Agencies all over the world today are trying to get ‘more strategic’: to position...
Are You Really Needed?
Passion is a great thing, but if you fail to match your passion to...