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Win Without Pitching®: Thinking

Personnel

Rainmaker Wanted

The title of the ad says it all. This firm isn’t seeking an employee; they’re looking for a miracle worker. No other position in the agency has a moniker loaded with such expectation, so wrapped up in the myth that the firm is but one uber-human away from success, as the business development magician: The

The Agency Gatekeeper – Keeping Bad Clients Out

When discussing specific new client opportunities with agency business development personnel I often offer some qualifying questions for them to put to their prospects. One VP of business development recently responded to these questions in exasperation, ‘It sounds like you want me to look for reasons not to do business with this person!’ ‘Exactly,’ was

Compensating Your Revenue Builders

Most agencies have a difficult time arriving at a fair and effective compensation model for their business development personnel. If you grapple with how and how much to pay your revenue builders, then this issue of the Win Without Pitching Newsletter is for you.

Strange Creatures: Pitches, Search Consultants, and Hissing Cockroaches

I liken agency business development practices to the island of Madagascar. Broken off from the rest of the sales world and left to evolve on it’s own, agency business development has evolved in a peculiar direction, spawning some unique and fascinating creatures. Two of the more interesting are the speculative pitch, and the agency search

Set Your Account People Free

Most agencies look to their client services staff to fill the majority of business development duties in addition to their account management responsibilities. But a subtle re-assignment of these duties can often bring a surprising performance increase, not just in client acquisition, but also in account services and ultimately in the quality of client relationships.

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