How We Grow Our Advertising Agency

Advertising Agency

Several weeks ago in Ad Age Daily an article discussing “how we grow our advertising agency” caught my eye. The article discussed was how ad agencies were so inept at selling their own services. The attendant blog generated much breast-beating, mea-culpas, parsing and parting: What is selling? The different kinds of selling consultative, relationship/partnering, hard sell and persuasive. Who should do it, partners and principals, new business development specialists? Yadda yadda, etc. etc. Book lists were suggested, the dearth of training was bemoaned, but all in all, none were able to identify the best way to sell advertising services, and I could no longer remain a silent observer and posted the following:Read More