The challenge of new business
Maintaining a disciplined new business machine can be difficult in an industry that shrinks from the word “sell.”
Organic growth, or expansion of existing accounts, is the lifeblood of agencies, but it's the chase of new business that builds momentum, riles up account teams with creative purpose, and allows for bragging.
PR firm executives will tell you that new business wins are vital to their future. Yet, industry consultants say there is more talk than substance behind ...