Change conditions to acquire new business

What are John Pummell’s motives behind his comments about UK design consultancies’ new business directors (DW 19 March)?

It sounds like a cheap and clumsy sales pitch to design consultancies out there which are aware that they don’t invest enough time or money in new business. This is because they’re dealing with the day-to-day business of keeping existing clients happy with the added pressures from competitors which will offer free creative ideas or play low-ball with design fees in competitive situations.

The solution to winning new business relies on the total commitment and support of senior management in new business development to foster the right sales culture within the company.

Tim Hill

Coley Porter Bell

tim.hill@cpb.co.uk