Chemistry Wins Ad Agency New Business
The determining factor at “decision time” is often how your prospect feels about your agency team
Full-disclosure - I've been in the room less than a dozen times during the agency selection decision, so I'm relying on search consultants who confirm that once there are 2-3 comparable
The Comments of Others
I’m not sure there’s a greater determining factor to business that chemistry. If you don’t have it; you don’t even get invited to the dance. if you don’t maintain it during meetings; you don’t get asked back. If you diminish it; it becomes easy for someone to just take the relationship from you.
This is where new business development, program management, and account management have to have some clear handoffs.
Nice post. Couldn’t agree more. We look at it like a first date. Chemistry absolutely determines of you get a second…
Matt
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Hi Todd,
We could not agree more! Sanders Consulting has been teaching Chemistry for over 20 years to agencies of all sizes, and it never fails to help with client retention, team work and New Business!
Great post!
http://sandersconsulting.com/newbusinesshawk/?p=172
B