One thought on “Why Agencies Need More Focus in New Business.

  1. Hank, you are right on with the observation about FOCUS. New Business success is about FOCUS and DIFFERENTIATION. David Bell discussed this at the Ad Age Small Agency Conference last month. He called New Business the 5th Discipline in agency organization. Our best agency clients get that a defined focus on the “right” realistic targets is how you get new business meetings. The agencies that don’t want to create an Engagement Strategy based on focus… seem to keep hitting for those Fortune 500 RFP pitches that are not likely wins.

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