How many races does a second place horse win in their careers?
The answer is none! If you want to win, you have to have to have a winning strategy and be prepared to put in the required pre-race preparation. Successful ad agency new business development is no different. These guidelines are simple but effective. In fact, I guarantee you that if you follow these recommendations, you will improve your new business success rate significantly. As you read what I have to say below, you may find yourself saying – “I know that”, and you probably do. However, the question is – are you putting it into practice? Based on my recent experience with a number of agencies, my guess is that you are not. If you were, you would not be having issues with delivering adequate new business leads for your agency and winning new business pitches. • Make sure that you have a targeted list of strategic new business target companies. While chasing ambulances (chasing after opportunities that just happen to pop up) is an accepted tactic of agency new business development, it
