lean in and listen and make adjustments to your side of the conversation to demonstrate your interest. You won’t bore them with endless stories that are all about you. You will flatter them.

think of presentation elements as acts in a play.

group, as a whole, needs to demonstrate an understanding of the client group’s challenges, a commonality of purpose, matching emotional commitment (passion), empathy for shared problems, and a common language.

formula where the direct salary cost of the resource is multiplied by an agreed overhead and profit multiple to determine the annual fee for the resource, and then divided by the percentage of their time required. This is the underlying approach for most retainer arrangements.

You have to understand your client’s mindset, needs, pain points, rationale, and emotional motivations before you can ever craft an effective sales pitch.

Make sure you reference your leave behind document more than once during your presentation so that it has direct value and becomes a must read.

Most agency presentations don’t. Most are look alike, sound alike, and act like recitations.

Cases are the perfect presentation tool to prove that you dig results.

some or all of the agency compensation is put at risk, with payment determined by meeting or delivering a pre-determined set of results or performance criteria. These performance criteria usually fall into one of three categories: Soft (relationship, service delivery, client satisfaction), Medium (marketing and advertising metrics), and Hard (sales