I’ve just come across this post about new business. From my experience it is a very real and 3D picture (well, maybe it’s only 2D because no Client is being heard here 😉 of the challenged involved in new business tasks on the agency side.
I can related myself to a few of the experiences described over here. Just have a look at it, even if you are on the Client side because I believe there is lots of room for improvement both ways.
BTW, agencies are one the few types of businesses I can remember that will build something completely tailor made to one Client just to check whether he will be interested in buying. Try that with a home builder or even a furniture maker and you’ll see if he would be willing to satisfy your demand.