first new business meeting

The Main Goal of Your First New Business Meeting Is Not What You Think

OK, the main goal of any first new business meeting is actually getting a second meeting, but that’s not what I’m thinking about as I write this post. Some agencies, regardless of how they’re driving their new business program, feel like first meetings with a prospect should be solid gold and close fairly quickly. Those agencies tend[…]

Outsourcing Your Agency's New Business

Deciding Between In-House or Outsourcing Your Agency’s New Business

If you are in the process of deciding between in-house or outsourcing your agency’s new business function (specifically the outbound lead generation aspect of the role) then this post may be of interest. For the sake of simplicity we will refer to this role as new business manager although they go by many other titles[…]

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Looking at Agency Websites

We spend a lot of time looking at agency websites: advertising agencies, integrated agencies, media buyers and planners, experiential, digital and design agencies. There’s a lot of them out there, although their websites almost seem to have settled into the same – or similar – design: a landing page, which you navigate either by scrolling[…]

The Stories We Tell

Storytelling in Agency New Business

The stories we tell will inspire and engage is a clarion call for storytelling in agency new business. You shouldn’t be ‘pitching’ your agency and ‘selling’ yourself to your potential clients; you should be engaging them with compelling stories that inspire them to want to know more about you. But just how do you do[…]


Importance of Face-to-Face Meetings

If you are looking to make a sale or to hire a new recruit, you cannot beat meeting someone in person as face-to-face meetings can’t be beaten.

That’s according to the Measuring Face Value report, from the Centre for Economics and Business Research, which says that when a London-based company does business face-to-face, it stands to gain an average income boost of £248,100 a year. […]