The Three Numbers Every PR Firm Must Know
The Three Numbers Every PR Agency Must Know: 60, 3, and 150
Running a PR agency may look glamorous from the outside—client wins, glossy campaigns, maybe even a shelf of awards. But behind the curtain, success or failure […]
Why Your Proposal Shouldn’t Start with Credentials (and What to Do Instead)
In competitive PR and professional services pitches, proposals often begin with a glowing “About Us” section. Here’s why that’s a mistake — and how to make credentials work for you, not against you.
Why Credentials Don’t Belong in […]
Two questions you need to answer to win a pitch
So if you have been reading anything of mine, you will know that I rate Experiential / Insight / Challenger sales and marketing approaches more highly than S.P.I.N. or other forms of Consultative selling. On the grounds […]
Grow the hard way – don’t look for rabbits to pull from a hat
Companies don’t grow in a smooth, linear manner. Those that succeed in growing by moving up the value chain do so in steps. The services that bill for £3K can be stretched to £4K, but when you […]
When Do You Lose Clients—and What Does That Tell You?
Losing clients is as inevitable as a British summer washout. It happens to everyone. When I was running Shandwick Consultants—then one of the UK’s largest financial PR firms—we decided to conduct an analysis of when, exactly, we […]
The Third Leap
You’ve started a business and sold it. Now comes the truly terrifying bit: freedom.
Launching a business is an act of optimism. Consultants may tell you that robust planning mitigates risk. Well, up to a point. At some […]