Tag Archives: new business development

The Pitch Result – bloody idiots!

“How could they possibly appoint that agency?” ” It makes no sense at all, I actually can’t believe it.” “Are they thick, stupid, or retarded, or all three?” “I bet they fell for all their lies about how they’d put … Continue reading

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Lead generation is like fishing

One morning a man decides to go fishing, after all it’s a perfect day for it. He packs up his things and grabs a crate of beer. He arrives at a peaceful spot on the river bank, cracks open a … Continue reading

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The problem with wish lists and lead generation

Agencies often come up with wish lists to create direct marketing campaigns. Normally a variation on e-mail, direct mail follow-up telephone calls and so on. The criteria for the list is usually something like BANTS (budget, authority, need, timing) job … Continue reading

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Myths of the learning curve.

This is a guest Blog from Steve Hacking Managing Director at Kardelen Partners. It is so self explanatory there is no need for a waffly intro from me. Practice.

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How To Make Better Advertising and Advertising Better

I remember a tweet, or was it a linked-in comment, from Tom Godwin who works for  Havas, who wrote the often stolen meme – “Uber, the world’s largest taxi company, owns no vehicles. Facebook, the world’s most popular media owner, creates no content. … Continue reading

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An alternative lead thermometer – what are we dealing with?

What determines if a new business lead is great, average, or poor? In my last post I talked about how poker is an interesting game to understand for business people because it deals with imperfect information. And how in poker … Continue reading

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Poker and new business – dealing with imperfect information

I think new business can be split up into stages like Texas Hold ’em poker.  However the main reason I like the analogy is because in business like poker you are dealing with imperfect information.   You just don’t know … Continue reading

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Challenging the 80/20 rule for agencies.

Above is typically how  an agency’s clients are distributed.  It is a negative binomial distribution (NBD), sloping down from left to right. It is what Byron Sharp in his award-winning book How Brands Grow found to be the distribution of … Continue reading

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ROI in new business – don’t be fooled by randomness.

I’m trying to show agency owners the problem with being proactive with new business via telemarketing and direct marketing that can end up with them being fooled by their own numbers.. This is not an article about how you should improve … Continue reading

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Why don’t good ideas get done?

This is a guest blog, well two info-graphics from Steve Hacking who is the CEO of Kardelen. Logic trees or critical thinking is a method to make sure what seems like a good idea is torture tested and then there … Continue reading

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