To get clients, do good advertising. If you are more polite and give enough right answers, you get on the short list, and a delegation comes to inspect you. They want to know what commission you will charge. I answer, ‘If you are going to choose your agency on the basis of price, you are looking through the wrong end of the telescope. What you should worry about is not the price you pay for your agency’s services, but the selling power of your advertising.’ The selectors show scant interest in the campaigns you have produced for other manufacturers. They want to know what you could do for them, so they invite you to analyse their problems and make finished commercials. They then have your commercials tested. If you get a