Category Archives: Uncategorized

The 9 most populars arguments for setting KPIs deconstructed

This is an updated blog post from June 2013.  I love it so much for its clarity. I thought it well worth an update for 2015. I actually have a really fond memory of meeting an MD in 2013 and … Continue reading

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The Wason Task and new business

Psychologists or Behavioural Economists as they now like to be called have used a logic task called the Wason Selection Task as a measure of people’s reasoning powers. It is one of those pesky little tests that ‘they’ use to prove we are not … Continue reading

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How expensive is lead generation? Stop beavering around.

I recently met up with an agency head.  We’d met before, when he was looking for help with lead generation. Alas we didn’t win his business then.  All water under the bridge. However, he did tell me what had happened … Continue reading

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Clients need agencies with happy ears.

Somewhere there is a meeting going on. Shut the front door, no way!  In a boardroom. Wow you’re so on it today Jim. What I am trying to say is that there is a meeting going on for sure,  but … Continue reading

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Why we should still diagnose before we prescribe.

 (Clip features – Mahan Khalsa – Let’s Get Real or Let’s Not Play: Transforming the Buyer/Seller Relationship) How do people make decisions? Okay, how do we make business decisions ? Okay, how do you get a marketer to choose your agency? It’s not a … Continue reading

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Can’t you see we are busy!

In my piece about new business programmes being largely dysfunctional I mention that the problem is the unwritten rule that an agency must be proactive. Which is Steven Covey’s Rule #1. I wasn’t saying don’t be proactive but think about your proactive activities. Agencies … Continue reading

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Try to see it my way. We can work it out.

The art of conversation is becoming underrated in new business today – which is great news for some of you who still value it. I often sing this song in my head before a sales meeting.  It reminds me I … Continue reading

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Is this what your new business programme looks like?

  (Click the pic to enlarge in) Is this what your new business programme looks like, give or take? Quite crammed isn’t it, wouldn’t you say like, quite crammed isn’t it? Quite crammed I say, what do you reckon now? … Continue reading

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New Business / Splitting the Atom

Do you know how physicists split an atom? No, me neither,  That is why I have wisely used that analogy to talk about how agencies can find more clients. Of all the hundreds of agencies that I have worked with over the … Continue reading

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Can you reason someone out of their beliefs?

Sam Harris makes an interesting point here – that people often prefer to change their mind in private. Rather than do it when they are face to face with you. This should be interesting to new business people.  If you are face … Continue reading

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