The Art of Prospecting for New Business

The Most Common Agency New Business Strategy: “Lying in the middle of the road and waiting to get run over.”  Why prospecting is an insurance policy for a healthy agency. Almost all agencies occasionally send out examples of their work or promotional emails explaining how amazing they are to a list of 30-40 prospects.  But when no… Read more »

Defending Creative Work Without Getting Defensive — NEW DATE Friday Nov. 16

Getting a client excited about an idea is an important step in getting a concept accepted.  But nearly all creative work will elicit some observations or “suggestions” from a client or prospect.  How a creative or account person handles that suggestion goes a long way toward whether that concept will be accepted or not by… Read more »

TRUST: The New Currency for Agencies: How to build it with Stephen M.R. Covey

Trust is the currency for long lasting client/agency relationships. Why? Because trust not only precedes getting the business, it actually predicts whether it will happen at all—and equally as important, whether it will happen again. Externally, having strong trust with a client is the ultimate competitive advantage. Internally, particularly in advertising, we get work done… Read more »

Why you lost the pitch: What prospects are not telling you about your new business pitch

You did your homework, created a deck and rehearsed the pitch time and time again only to get the dreaded… “You came in second place” phone call.  As we all know, by some mystery of math…everyone came in second place. When it comes down to it, the prospect has two goals for that phone call.  First,… Read more »

Crafting Killer Presentations: Bringing Agency Ideas To Life

In the agency world, there’s nothing worse than being trapped for hours in a conference room squinting at a wall or staring blankly at a handout crammed full of pie charts, spreadsheets and hundreds of words in 8-point font. There’s also nothing less motivating when the message gets lost in the mess. Smart, passionate people… Read more »

Developing & Training The Next Generation of Account Management

Take a couple of minutes and think about the current state of your agency’s account management department. How are they being mentored and coached? How are you instilling in them the courage and resourcefulness to adapt to changing conditions and capitalize on emerging industry trends? What are you doing to develop their leadership IQ? What… Read more »

Turning Customer and Consumer Insights into New Business Gold with Laurie Coots

67% of CEOs and Client Decision Makers say that unearthing and leveraging genuine consumer and customer insights is one of top three challenges in their job. Sadly, those same Decision Makers also say that while they want and expect their agencies to provide these insights – they usually cannot.  This gap is a major opportunity for… Read more »

Leverage Agile Principles and Lean Philosophies to Accelerate Your Agency

Many creative agencies are struggling to provide stronger digital-first thinking, quicker delivery times, and lower costs with their current operating model. Their margins, quality of work, team morale and client satisfaction suffer as a result. If this touches a nerve, it’s time to rethink how your agency works. Your competitive advantage depends on it. On December… Read more »

Innovation 2019: Emerging Trends in Digital Marketing

What new challenges are coming in 2019 that you’ll need to be aware of?  Where can you get ahead of the curve and bring new ideas to your clients?  Which new technologies might be useful for you?  On December 13 join Jeremy Kagan who will highlight the most promising innovations likely to impact your agency… Read more »

— Would you like to view a previous webinar?

If you would like to view a webclinic that has already been conducted, we keep videos of the webclinic up for a short time (few weeks) after the webclinic has been conducted.  Email Bob Linden at with the name of the webclinic you would like to view. Then purchase single user, small conference room… Read more »