View From Madison Avenue

New business calls are always difficult.  The seller has to put his or her best foot forward and, at least initially, may not know th...

When I was writing my Ad Age column, I wrote about creating better job specs in order to get better candidates. In a nutshell, the ...

Many agencies think that the way to obtain more new business is to hire a dedicated new business prospector.   My observation is that man...

Unless you plan for your future, the scenario I am writing can happen to you. Don’t kid yourself.   It can happen to anyone at any time...