Think Big. No, Bigger.
Let’s do a thought experiment. Let’s try on outrageous success by moving to the...
Responding to Requests for Proposals
Building an agency one request for proposal (RFP) at a time is a painful...
Do You Even Need a New Business Person?
I’m a fan of constraint-driven exercises, so let me pose one for your consideration....
Transitioning Away From Selling & Tracking Time
When selling time you tend to strive to a consistent level of profitability across...
Coaches Corner: Getting Smacked in the Back of the Head
I was working with a WWP client recently, and as we discussed a range...
Positioning for Profit
There is only one reason marketing communication firms are hired, and therefore only one...
Quit Giving The Client What They Want
A mainstay of some agency new business conferences is a few highly coveted clients...
Becoming the Expert
The difference between success and failure is often not in knowing what to do,...