December 1, 2009

Uh-oh. It's December 1st and you are looking at January and Q1. We talked a few weeks ago about owning your number. And now, you're looking at a new budget year. And your January looks like ...well, you know.

Back to the basics kids:

• Look at what you had on the air in January and Q1 last year
• Look at business that was active in the market, but not with you
• Have your sales managers get a realistic read from your AEs on what's coming back,
• what's at risk, and what is not likely to return
• Get a real assessment of national, (then take it down a few points)
• Re-examine what programs you have in place for NTR and other "Make-It Happen"
• business. Chances are you are short, but it's not too late. Tell your PD you need
• "sellable" opportunities
• Don't forget Digital; huge opps there

Don't freak out looking at January one month out. Just go do something about it.