Column Thinking uses Structured Thinking to help everyone in an agency to win new clients by looking at how the agency prospects.
Some leads are more valuable than others, and like in poker, your starting hand has a large effect on the likelihood of your agency winning new business, so how do you make sure your lead or starting hand is premium, like a pair of Aces to a poker player.
Know when to hold ’em know when to fold ’em.
There is a hierarchy of the quality of leads in new business, and you may need to fold more hands than you currently do and prospect differently to get premium hands. Referrals trump cold leads for example.
