Business Relationship Management

We do the preparation.
You bring the relationship.

Field notes on Business Relationship Management (BRM): the discipline of winning the rooms you’re not in. Read in under 5 minutes; apply in your next conversation.

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Latest

Jul 16, 2026 New Business AI & Business Development Preparation & Strategy

The Survivor’s Trap: Why “Persistence Pays” Is a Story Only the Winners Live to Tell

You’ve heard this one. Maybe from a stage at a conference, maybe in a case study, maybe a founder you admire posting it on a Tuesday: “We chased that account…

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Jul 14, 2026 Deal Intelligence AI & Business Development Business Relationship Management New Business

Nobody Wants to Be the One Who Spent: Winning the Committee in a Cautious Market

The meeting could not have gone better. The buyer got it. They asked the sharp questions, the ones that mean someone is picturing how this works inside their own company.…

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Jul 09, 2026 New Business AI & Business Development Preparation & Strategy

When the Room Won’t Save You: Not Every Loss Is Political — and Pretending It Is Will Cost

Watch a good agency debrief a loss. Someone says it first, gently: “Honestly? I think they always wanted the incumbent.” Heads nod. “It was political.” “The decision was made before…

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Jul 02, 2026 New Business AI & Business Development Preparation & Strategy

Decided Before You Present: Why Your Best Pitch Can Lose in a Room You Never Entered

You walked out of that pitch sure you’d won. You could feel it. The room was warm. The questions were the good kind — the kind people ask when they’re…

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Jun 25, 2026 New Business AI & Business Development

The Well Is Drying: The Channel That Built Your Agency Was Never Yours to Control

You can probably name the first ten clients without trying. Someone knew someone. A former colleague who landed somewhere new and remembered you. A client who changed companies and brought…

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Jun 18, 2026 New Business AI & Business Development Preparation & Strategy

The Unpaid Month: Pitching Feels Like Growth. The Math Says It’s a Tax.

It’s 9:14 on a Tuesday night. The office is mostly dark, but your corner is lit. Someone ordered Thai an hour ago and it’s going cold next to the printer.…

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We do the preparation. You bring the relationship.

The Survivor’s Trap: Why “Persistence Pays” Is a Story Only the Winners Live to Tell

Nobody Wants to Be the One Who Spent: Winning the Committee in a Cautious Market

When the Room Won’t Save You: Not Every Loss Is Political — and Pretending It Is Will Cost

Decided Before You Present: Why Your Best Pitch Can Lose in a Room You Never Entered

The Well Is Drying: The Channel That Built Your Agency Was Never Yours to Control

The Unpaid Month: Pitching Feels Like Growth. The Math Says It’s a Tax.

We do the preparation.
You bring the relationship.