Insights.

A CEO’s view on developing your agency proposition

Naturally, I’d argue that agencies are doomed - doomed, I tell you - if they try to refine their proposition without me. But sadly this isn’t true, as this interview with Friday CEO - and...

The Pitch Process: Evolution or Reinvention?

Should agency pitching change? Of course it should. Some observations from an unusually broad industry panel.    In June 2018, business development agency Upfront invited me to chair...

Don’t be seduced by chemistry – it shouldn’t win the pitch

In challenging times, having different views on the role of ‘chemistry’ means marketers and agencies are both missing what’s important. (This article first appeared in Marketing...

The false dilemma that flummoxes lead generation

If your pipeline’s empty and you’re not sure how best to find leads, your options might not be as black and white as you think. My eldest daughter recently saw a poster promising...

Don’t miss out as agencies finally toughen-up

Smart agencies are taking responsibility; rethinking their lemming-like, pitch-for-anything behaviour. Marketers must press the reset button too. (This article first appeared in Marketing...

When doing the ‘right’ things makes you a ‘busy fool’

If you’re trying your damnedest and still not winning enough, transforming your approach doesn’t have to take ages or cost the earth. When new-business isn’t quite cooking with gas,...

Agency not growing? Please, no more excuses

Two recent presentations made me realise just how far new-business standards have slipped, despite fresh thinking being within easy reach. The first deck was by a renowned intermediary and...

Solving the Agency Confidence Crisis

Adland is quite an angsty place right now, so with a prevailing theme of building confidence, the 2017 IPA Growth Conference will hopefully fill agencies' sails once again.  As a...

Growth Lessons from Agency Mergers & Acquisitions

Given that agency M&As often fail to deliver, would remembering some basic principles make success more likely? Disciplines are certainly blurring, most obviously in the...

Bespoke New-Business – small changes, big difference

These slides accompanied Co:definery's recent workshop for The Network One - the world's leading independent agency network. The audience was a range of CEOs, founders and new-business...

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