When it comes to prospecting, one of the biggest strategic decisions an agency can make is whether to focus on a single sector or take a broader approach…

Most agencies host events because they feel like they should. They’ll say it’s good for “agency awareness” or that they “need to get their point of view out there.”

Most agencies talk about prospecting a lot more than they actually do it. It usually happens in short bursts when the pipeline dips, someone says, “We should do some outreach,” or rushes to plan an event six weeks out…

It’s become harder than ever for agencies to stand out. Everyone’s fighting for the same business, the same attention, the same clients…