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Author: Barry O'Neil

How to Talk to Prospects to Win Their Business

From Build a Better Agency. With guest Robin Boehler. Robin loves making matches between agencies and clients. She thinks of the review process as a form of dating and loves helping agencies put their best feet forward. Listen

Before You Pitch, Pick the Right Team

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Prospects hate bait and switch, where an agency sends a pitch team full of senior, experienced and talented presenters who, after winning a piece of business, are never seen again. Several years ago we saw “the largest media agency in the country” send the same pitch team to three different clients in six months. The […]

Bringing Your Case Studies to Life: The 5 Sections

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Written by Barry O’Neil and Lindsay O’Neil Case studies can be among the most important pieces of any written submission to an RFI/RFP. At MIG, we always ask for case studies in written RFI responses, and collectively they carry the highest point total in our grading. We’ve seen our fair share of case studies over […]

The Right Case Study Style for Every Situation

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We are often asked, “How long should a case study be?” Our answer: it depends. The important thing is that you tell the right story for the situation. (Speaking of which, are you looking for guidance on how to write effective case studies? We wrote about that in our 5 elements of great case studies post.) Four […]