“New business” is just too narrow a term. You’ve got to look at your entire agency if you want it to grow, not just the marketing piece.

What do you tell your clients who want to sell more? Sure it’s their advertising, but the product’s got to fit market needs, distribution has to be efficient, the pricing must be right, a service attitude has to permeate everything, and so on. If you’ve ever wondered why one agency excels and another stagnates, it’s because the successful one doesn’t see “new business” as just a support function. A recent article New Business: There Are No Magic Bullets ... Just Basic Tenets highlights how and why some are more successful then others.

As we like to say, new business is not a life or death matter. It’s more important than that.

We help our agency clients become more successful by:

• Helping to make new business everybody’s business
• Recommending marketing positions and strategies
• Installing systematic protocols for prospecting
• Profiling the right kind of clients based on specific agency strengths and resources
• Critiquing pitches, coaching rehearsals
• Providing confidential research about “lost prospects” to discover why you keep coming in second

And no, we’re not a “selection” consultant. But we can advise you about how to work more effectively with them.

Over the years we’ve seen what a lot of agencies do right and wrong when marketing themselves. Get in touch if you’d like us to apply that knowledge and insight on your behalf.