When asked why he robbed banks, Willie Sutton famously responded: "Because that's where the money is."
Today, finding sizable clients is a challenge. Winning them is not just harder, it's often not what the winner expected. Clients embellish.
Ad agencies (and PR firms) have always embellished their abilities, experience, influence and size. And embellish is a kind word, believe me.
Nevertheless, the shock agencies experience when actual client budgets are disclosed (after the win) is significant. (Agencies have told me: "They lied.") Considering the investment in new business pitching plus promises made during the agency search process, what' an agency to do?
As the tech crowd says, there are solutions. For good ones, call me. I can help.
Phil




