Many times when I visit an agency and ask them what their current new business plan looks like, it's very often defined as what I would call one grand gesture. And by that, I mean, they're creating one super, can't-miss piece of content or communication that's going to wow their prospects in such a way that the prospect will have to work with them.

Lisa Colantuono is the president of AAR Partners, an agency search consultancy in New York City. She explains that in 2019, agencies will need to learn how to go back to basics.

How much does it cost to generate new business for your agency? In this session, Dave Currie (CEO of List Partners) and Matt Chollet (EVP of Catapult New Business) look at the costs associated with a proactive business development program. What should your investments look like in people, technology, and time.

Let's talk about why your agency's case studies are ineffective. Want to know why they aren't driving more leads to your new business people? It's because you don't know who the hero of the story is. If you tell a story, and your hero is unrecognizable, you're doing it wrong. In this podcast we cover how to fix this and what you should do to ensure that your case studies drive more leads and win more business.

Agency new business is all about connecting with people, and email is an amazing tool for starting that connection. So why are we so terrible at sending out a simple introduction prospecting email? I have 10 quick examples of how you may be sabotaging your email efforts by sending out awful emails.

Two minds are better than one. At least that’s how the old saying goes. But what happens when those two minds (or three or four) get caught up in a groupthink cluster? While the idea of working together to gain consensus around important growth driving topics (like new business positioning) might sound like a great idea, it’s important to know how to steer clear of the potential dead end road groupthink can take you down.

You don’t have to be a geneticist from Harvard to know if Business Development is in your agency’s genes. You can just feel it. It either comes from the top down and is embedded in your agency on every level, or it isn’t. It’s that simple.

If these genes are absent, that's when things get complicated...