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It strikes us that agencies currently have a multitude of problems that could be solved by what management consultancies have traditionally called structured thinking.
We believe the biggest advantage of learning structured thinking is the creative solutions it leads to.
Picking apart a business problem using the scientific method, forming hypothesis that can be tested and helping teams of Planners and Creatives work together harmoniously on a brief, because they can both see logically how the thinking is structured.
Importantly the client can see the internal logic of the creative output in a pitch.
Tag Archives: sales training
I love the phrase ‘The Reluctant Consultant.’ Let me explain what it means to me. To begin with we need to look at the word ‘Consultant’ – what’s one of them? It seems like everyone is a Consultant of some … Continue reading
Death of the salesman? It is amazing the amount of things you can buy today without meeting a sales rep / new business person. I bought conveyancing online and it was great and it was dead cheap. I bought it … Continue reading
I am writing a book on new business development. In fact it’s written. A printed copy is sat next to me right now. Staring at me, covered in red ink. How did that happen? Nobody told me editing would be so much fun. … Continue reading
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
(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
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
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
(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
This is an elaboration and variation on one of my favourite stories that agency front people should be able to relate to. Have you ever sat in front of a prospect who is checking your creds, then this is for … Continue reading