New Business Forum
A place to discuss how to find, win and keep new business.
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Bob Sanders
- Male
- Evans City, PA
- United States
- Blog Posts (4)
- Discussions
- Events
- Groups (1)
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Latest Activity
New York New Business Energizer at Frankfurt Kurnit Klein & Selz PC Offices
June 9, 2010 from 8am to 10:30am
Spend a morning in this high-impact session and learn many new ways of doing new business with no wasted time, no needless sales pitches, or selling strategies that don’t relate. Learn how to do things right from the experts in new business in this fact-filled, new-business teaching session.Agenda8:00 Continental breakfast8:30 Welcome and introductions8:40: The New New Business LandscapeHow the current Recession has impacted new business for both clients and agencies. See why clients keep the…See More
Event posted by Bob Sanders
Missing the Forest: The Secret of New Business
We’ve found that most presidents of firms in the marketing communications industry don’t really understand new business. And they don’t like it. They sidestep this problem by spending their time working in the firm as some type of technical expert. And they delegate the new business function to others who may not understand it either.But for the most part, all agency presidents love the chase, the thrill of being in the hunt, late nights and stale pizza, and then having the opportunity to stand…See More
Blog post by Bob Sanders
7 off-the-cuff thoughts about why your new business effort is failing
So here are seven off-the-cuff thoughts about why your new business effort may not be working and what you can do about it…1) You haven’t done anything!This is the best place to start in a list like this…A lot of people have slapped some promotional materials together, started a blog, and rely on word of mouth. New business comes from leads. And leads only come from people that know of your firm [awareness] or know you [relationships]. If you don’t have a system for creating awareness and…See More
Blog post by Bob Sanders
Blog posts by Bob Sanders
Bob Sanders updated their profile
Profile Information
- Personal Site/Blog
- http://sandersconsulting.com/newbusinesshawk/
- Interests
- New Business
- About Me
- In his leadership position with Sanders Consulting Group Bob directs program and practice development, handles most client engagements, and manages the overall operation of the firm.
He works closely with the firm’s founder, Stuart Sanders, on consulting on major new business presentations and developing client retention programs.
Bob’s experience includes extensive long-term consulting and service engagements with many multinational agencies around the world, such as FCB, Leo Burnett, Y&R and J. Walter Thompson; national agencies such as MARC USA and Fogerty Klein Monroe; regional agencies such as Sullivan, Higdon & Sink, The Star Group, Lindsey, Stone & Briggs and Crosby Marketing Communications; and a wide range of specialized agencies and design and consulting organizations such as Brann Worldwide, Direct Partners and Rodale Press. In any one year, Bob will work with over 100 agencies on site and will teach another 400-500 agencies at conferences and seminars.
Prior to joining Sanders, Bob held the position of Vice President with Agency Management Group, a firm specializing in operations, finance, and technology for multinational agencies around the world and large independents here in the U.S. Before that he worked in account service positions with several traditional full-service agencies.
- Areas of Expertise
- Branding
New Business
Agency Operations
Team Building
Training
- Current Company
- Sanders Consulting Group
- Position
- President
- Position Responsibilities
- Bob directs program and practice development, handles most client engagements, and manages the overall operation of the firm.
- Industry
- Marketing & Advertising
- Company Description
- Sanders Consulting Group is a leading consulting firm specializing in the marketing communications industry. Every year Sanders Consulting Group works exclusively with more ad agencies, direct firms, design groups, promotion companies, and other marketing communication organizations than any other firm in the world.
The firm’s focus is helping these organizations develop new directions for growth and operational excellence that differentiates them from other firms they compete with by the way they are branded, positioned, themed and organized.
The firm works in five key areas including: 1) branding the firm for maximum prospect appeal; 2) setting long term strategic direction for growth; 3) tuning internal procedures and account management staffs to aid in client retention; 4) finding new ways to maximize revenue growth and firm profitability; and 5) handling management concerns such as merger and acquisitions, partner conflicts and development, exit planning strategies, and executive coaching to improve performance.
- Company Website
- http://www.sandersconsulting.com
- Work History
- Sanders Consulting Group
Agency Management Group
Many advertising agencies
USMC
etc...
- Graduation Year
- 1991
- Academic Institution
- UVA
- What Services Can You Offer Adgabber Members?
- Insight and knowledge to grow your personal skills or firm. Below are just a few of the training programs we offer:
New Business Roadmap
On-site evaluation of agency’s new business skills.
Supported with 80-page New Business Evaluation Guide.
Agency Branding
Determine agency’s best appeal to clients and create the supporting materials, tools t hat attract your type of client.
Supported with 75-page Agency Branding manual.
New Business Chemistry
Develop your staff skills in profiling prospects, setting up first visits, conducting agency tours, and generating support materials.
Supported with 120-page Agency Personality and Tour Procedure manual.
New Business Outreach
Establish structure and processes that will generate hundreds of first visits, target vendors, existing clients, and search consultants.
Supported with 200-page Outreach manual.
Firepower 5
New Business Closing
Create the agency black box and skills needed to close prospects, learn how to use strategic planning to change the dynamic of client meetings
Supported with 120-page Strategic Closing manual.
Fast Closing
Develop the skills that stop prospects from going into a formal review and close the deal in 46 hours or seven days
Supported with 180-page First-Visit/Fast-Close manual.
Formal Presentations
Learn the skills to win over 50% of formal presentations, discover hidden talent, structure and content
Supported with 100-page Presentation Training manual.
Agency Consulting
Discover how agencies are losing the high ground in brand consulting, and learn how you move to capture some of the millions being spent
Session is supported with 100-page Brand Consulting Setup manual.
- What Services Are You Looking For From AdGabber Members?
- Insight into the ongoing new business battles!
Bob Sanders's Blog
Missing the Forest: The Secret of New Business
We’ve found that most presidents of firms in the marketing communications industry don’t really understand new business. And they don’t like it. They sidestep this problem by spending their time working in the firm as some type of technical expert. And they delegate the new business function to others who may not understand it either.
But for the most part, all agency presidents love the chase, the thrill of being in the hunt, late nights and…
ContinuePosted on April 21, 2010 at 5:44pm
7 off-the-cuff thoughts about why your new business effort is failing
So here are seven off-the-cuff thoughts about why your new business effort may not be working and what you can do about it…
1) You haven’t done anything!
This is the best place to start in a list like this…A lot of people have slapped some promotional materials together, started a blog, and rely on word of mouth. New business comes from leads. And leads only come from people that know of your firm [awareness] or know you [relationships]. If you don’t have a system for… Continue
1) You haven’t done anything!
This is the best place to start in a list like this…A lot of people have slapped some promotional materials together, started a blog, and rely on word of mouth. New business comes from leads. And leads only come from people that know of your firm [awareness] or know you [relationships]. If you don’t have a system for… Continue
Posted on November 4, 2009 at 2:42pm
Probably going on in a client’s office near you…
Just read this interesting article on how the local businesses are asking the city for better reporting, more accountability, and standardized metrics:
"VAIL, Colorado — On several occasions, the town of Vail has been asked to create a standardized reporting system for business-promotion efforts, including special events and marketing programs. Shrinking revenues… Continue
"VAIL, Colorado — On several occasions, the town of Vail has been asked to create a standardized reporting system for business-promotion efforts, including special events and marketing programs. Shrinking revenues… Continue
Posted on October 28, 2009 at 12:03pm
Organic Growth Rules of the Road
Over the past few years Sanders Consulting Group has worked with many marketing firms, both small and large, and they all share the same problem: How to get more value/recognition/reward for what we do for clients?
The Old Way: Agencies grew on the basis of getting clients to buy more services from their marketing firm. This is a “value-added” approach that is aggravating to many clients. And it’s lost power… Continue
The Old Way: Agencies grew on the basis of getting clients to buy more services from their marketing firm. This is a “value-added” approach that is aggravating to many clients. And it’s lost power… Continue
Posted on October 27, 2009 at 2:05pm
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