Viewing entries tagged
new business operations

Your Presentation Skills May Not Be the Reason You Lost Your Last New Business Pitch

Your Presentation Skills May Not Be the Reason You Lost Your Last New Business Pitch

Earlier this week, someone told me she liked my approach because, “you’re not just about presentation skills.”
 
I think what she was getting at is that I tend to be prescriptive and offer solutions that get to the root of the disease, not just treat the symptoms.
 
But the comment got me thinking about what it takes to be an effective presenter—specifically one that can persuade an audience to buy what she’s selling.
 
You know the aphorism: no amount of marketing can fix a bad product.
 
It’s the same with presentation skills – all the training in the world won’t turn you into a strong presenter if don’t solve some underlying problems first.
 
Here's a simple set of three quality control factors you can apply to your slide decks before writing a big check to a presentation coach.

5 Prospecting Tools Your Ad Agency Needs Now

5 Prospecting Tools Your Ad Agency Needs Now

Still managing your prospects largely through Post-It notes? Relying too much on a white board (the one that your assistant just erased by mistake) to track your marketing activities?

Time for an upgrade! Check out my recommendations for five indispensable tools for agency new business. They also happen to be widely available, and most are easy to put in place so you can start using them right away.
 

Are You Really Ready to Start Prospecting for New Clients?

Are You Really Ready to Start Prospecting for New Clients?

I talk a lot about why you need to be strategically ready to embark on a prospecting campaign. Your sales efforts aren't going to be successful if you can't communicate to your best prospects why your services are more valuablethan other agency.

But in my latest blog post I shift gears a bit to talk about some practical tools that are important to have in place if you are to support a strong prospecting program. They're tools that are easy to start to use right away and that I've come to consider indispensable.

Still managing your contacts largely through Post-It notes? Relying too much on a white board (the one that got erased by mistake last week) to track your marketing activities?

Staring into the Future: 8 Essential Elements of Your Ad Agency's New Business Plan

Staring into the Future: 8 Essential Elements of Your Ad Agency's New Business Plan

Q4 often brings a flurry of pitch activity, known to ruin many a Thanksgiving or Christmas for the ad agency new business professional. And while all this activity helps to fill the pipeline, the timing can be unfortunate because it distracts you from tackling one of the most important things you’ll do all year: plan for 2015.
 
It’s well worth finding the time now, while there’s still more than two months left to the year, to put this crucial road map in place. Sometimes the hardest part is getting started, so in my latest blog post, I’ll get the ball rolling for you by giving you a basic outline to follow.

I can't promise a last-minute RFP won't ruin your holiday season, but now it's a lot less likely that your new business plan will.

Blogging and New Business Part 3: Promote Your Blog, Get More Leads

Blogging and New Business Part 3: Promote Your Blog, Get More Leads

While it may have seemed like a tactic to keep you on the edge of your seat a little longer, the link to my latest post was not included in the original email. This is now fixed. 

It's finally here! The hotly anticipated third installment in my three-part summertime series on why blogging should be a central part to an agency's business development strategy. 

In Part 1, I talked about why it’s a good investment to maintain a blog and Part 2 focused on how you can keep up a steady flow of topics without a lot of anguish. This final post is about making sure you capitalize on all your smart ideas.

Here's a preview: it has to do with unlocking the magic that happens when you pair a strong positioning with an audience that wants what you're selling.

Agency New Business: Who's in Charge of the Pitch?

Agency New Business: Who's in Charge of the Pitch?

Assigning responsibility for a pitch can be a bit like throwing around a hot potato – no one wants to take ownership of it for very long. It’s not hard to understand why. Running a pitch can be grueling work – long hours, intense schedules, lots of moving parts, typically piled on top of someone’s day-to-day activities that already have them working at 110%.