Viewing entries tagged
agency positioning

Why Alphas Win New Business

Why Alphas Win New Business

What role does confidence play in winning new business? I’m not referring to swagger or arrogance (two qualities that may do more harm than good). I’m talking about stepping into a pitch situation with the confidence of an expert.

I want to offer you a perspective on pitching that is entirely different from the way most agencies treat new business. The premise is both simple and complex and I freely admit I won’t be able to do justice to all it has to offer. But I would like to focus on one of his key messages: Alphas win.

Control Your Narrative. Control Your Pitch.

Control Your Narrative. Control Your Pitch.

An agency that isn’t in control of its narrative places that control in the hands of the prospect, and that prospect doesn’t have the best interests of the agency in mind. 

Are Unrealistic Ambitions Sabotaging Your Agency's New Business Success?

Are Unrealistic Ambitions Sabotaging Your Agency's New Business Success?

It’s that time of year when big, optimistic plans to pursue dream clients and win lots of new business start to lose their luster. I get it. Stuff gets in the way...

...an unhappy or demanding client.

...an important team member goes on maternity leave.

…a large and unexpected new project.

It’s all part of running an agency, of course, but why is the pursuit of new business often the first thing to be abandoned?

Admittedly, there are a lot of factors at play here. Time management, team management, budget, lack of clarity.

I want to address another factor—unrealistic ambitions—as well as offer you a tool to manage them.

True Tales and Lessons Learned from a Lead Generator

True Tales and Lessons Learned from a Lead Generator

Generating leads is central to any business development strategy.  And you hate it. You find excuses to avoid outbound prospecting whenever possible.

For some agencies, outsourcing lead generation is a great idea. Though, as I wrote in my last post, it only works if you hold up your end of the bargain. My friend Mark Duval agrees. He runs Duval Partnership, a firm that offers outsourced prospecting and lead generation to agencies. Over a recent conversation he generously shared his thoughts on what makes an agency prospecting campaign successful as well as the skewed expectations he routinely comes up against. 

Read our interview here.