Quit Selling & Start Helping
To understand selling is to understand that in the pursuit of profitable new clients...
The Rapport Trap
In Good To Great, Jim Collins writes of the liability of charisma, pointing to...
Responding to Requests for Proposals
Building an agency one request for proposal (RFP) at a time is a painful...
Expanding Your Expertise
For years now I have preached to you about narrowing the focus of your...
Do You Even Need a New Business Person?
I’m a fan of constraint-driven exercises, so let me pose one for your consideration....
Set Your Account People Free
Most agencies look to their client services staff to fill the majority of business...
Five Rules for Pursuing Project Work
Some firms don't take project work at all, while for others project revenue vastly...
Who Will Be the Adult In the Room?
Why do agencies get themselves into these situations where they feel they have to...