As part of our quarterly surveys, we ask your prospects several questions about initial pitches, introductory meetings and meeting follow-up, and then post those comments unedited at the end of each survey. These comments sometimes get lost amidst the initial...

Of all the different facets of new business, it’s interesting that one particular is often ignored: the reasons why, after an initially good, or great phone conversation, you didn’t get that initial face-to-face meeting. Ask yourself what the percentage of...

Some agency new business meetings just shouldn’t happen at all.  Here’s a quote from a consultant in the new business world: “…The second lesson from my experience ten years ago is that up to half of all new business meetings...