The standard agency credentials deck is not a good performer in the meaty middle of a sales cycle when you need to persuade, offer insights, and thoughtfully react to your prospective client’s cues. Here’s a better option.
Read MoreWinning a new business pitch hinges on your ability to communicate that your agency is more qualified to do the job successfully than your competitors. But there’s a fundamental disconnect between how we transmit our message and how our audience receives it.
Read MoreIf you had the chance to snag a conversation with your ideal prospect, who would that prospect be? And what would you tell them about your agency knowing that you’re guaranteed to have their attention for a moment but it’s up to you to keep them interested?
Read MoreWere you able to take the time to develop a plan for new business growth this year at your agency? Now comes the moment of truth, making those goals a reality. Don’t get trapped into a complacency that there’s plenty of time ahead. And don’t get sucked into the usual busy routine that leaves little time for proactive new business. Here are five strategies to help you turn that plan into a reality.
Read MoreAgency new business doesn’t work well as a democracy. It’s better when it’s a benevolent dictatorship where all ideas are heard and considered but, ultimately, one person makes the judgment call.
Read MoreYour agency's list of clients and prospects is a valuable business asset. And like any asset, the more you invest in it, the more valuable it becomes. Here are four ways to get more new business value from your agency’s list of contacts.
Read MoreThere’s a difference between your agency’s story and your agency’s narrative. Many agencies overlook this – and it can have catastrophic consequences on agency business development. Here’s how to ensure your marketing message is having the right impact.
Read MoreIf I had to choose only one agency new business tool among all at my disposal, the case study would be it. Here are 5 steps to creating agency case studies that win new business.
Read MoreGood ideas badly presented put you at risk of losing the pitch but a good story can make your agency’s pitch irresistible. Here are 3 essential storylines to win agency new business.
Read MoreWhy does the small stuff matter? Because it has the capacity to communicate in a big way the qualities that clients are seeking when hiring a new agency: trust, responsibility, respect, proactivity.
Read MoreAgency business development success is often measured by revenue. And of course that’s a good qualitative measure—did you make your numbers or didn’t you?
But a lot goes into a successful new business operation, both quantitative and qualitative. Wouldn’t it be great to have a scorecard that objectively measures where you are today and keeps you accountable for the improvement you want to see? Here’s one way to start:
Read MoreI help my clients design agency business development strategies built around their strengths, not in conflict with them. You can too. The 1st step: discover your strengths profile. Are you a Hunter, Communicator, Thinker or Promoter?
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