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0.5 https://www.thesuttercompany.com/blog/tag/marketing+agency monthly 0.5 https://www.thesuttercompany.com/past-speaking-engagements daily 0.75 2023-02-23 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1540937633351-UKBOL4PIYLEG5E3GIERA/amin-ww.png Past speaking engagements - AMIN WW https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1540937633351-UKBOL4PIYLEG5E3GIERA/amin-ww.png Past speaking engagements - AMIN WW https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1540938301666-Z1GXCMZL9A0AWOVD34EX/the-drums-pitch-perfect.jpg Past speaking engagements - The Drum's Pitch Perfect https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1540938301667-Y9GL01TCK4Y5FH5S5FSN/the-4-as.jpg Past speaking engagements - The 4As https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1540938302213-1S83AG0HWIU2SHHF4T1X/prgn.jpg Past speaking engagements - PRGN https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1658904589084-IDYK6ZQGH1K85LKE0A7H/institute-of-communications-agencies.jpg Past speaking engagements - Institute of Communications Agencies https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1540938302768-AUFLVLV17EDNRJLRG26O/inbound.jpg Past speaking engagements - INBOUND https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1540938302916-YZQ3JT8IIT8VNSDIO8Y0/amin-ww.jpg Past speaking engagements - AMIN WW https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1658904622995-L6FPRZUD368LDY2WG9M0/Agency+Management+Institute.jpg Past speaking engagements - Agency Management Institute's Build a Better Agency Summit https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1658904623629-VW5U285HYHMTRYQAD7QG/Worldwide+Partners.png Past speaking engagements - Worldwide Partners https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1658904731009-ETRM52N9B13W5GH3JGPF/Traffic+and+Conversion+Summit.jpg Past speaking engagements - Traffic and Conversion Summit https://www.thesuttercompany.com/welcome daily 1.0 2024-09-11 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1663622999204-X7RQ3EXUI5NQK6BM1ZEQ/Jody-Sutter-Portrait-2500px.png Welcome 2021 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1722833976409-ORNQ8R00T4HJB5EYXNGJ/Jody-Sutter-Cover-Image.jpg Welcome 2021 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1722834052803-29X0MJKWJA4KOID7F2N5/Jody-Sutter-Portrait-Whiteboard-2500px.jpg Welcome 2021 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1616909352782-7E2TOWAFGMDMEOXMDLCF/arrow-down-v2-100px.png Welcome 2021 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1616909374030-O6JGVGFP5HVK16SW4B59/arrow-down-v2-100px.png Welcome 2021 https://www.thesuttercompany.com/just-ask-jody daily 0.75 2026-01-29 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643860129833-36Z91ESWB7Y67UQH8642/BG-JAJ%404x-100-3500px.jpg Just Ask Jody https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1769698603609-4WZQBGC04X94Q6ZEL5C8/image-asset.jpeg Just Ask Jody - Just Ask Jody: "What role should pitch theater play in agency new business?" A question came up in a coaching session with one of my private clients, a partner of a small marketing agency, about pitch theater and its usefulness. Pitch theater, showmanship, clever stunts—basically, an action that’s designed to get the attention of a prospective client and position the agency as exceptional in its enthusiasm and ingenuity. Spoiler alert: I’m not a fan of pitch theater. I’ll always argue for expertise over showmanship. Have a question you want me to answer on another Just Ask Jody? Email me at jody@thesuttercompany.com. Want to learn more about how I help small agencies win more new business from the right clients? Visit my website at www.thesuttercompany.com Ready to talk? Book a complimentary consultation here: https://www.thesuttercompany.com/contact-me https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1767369408880-2Q335VNL709IGGLV1WCK/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do we make our work process less boring?" From a prospect’s perspective, hiring an agency can feel like a risky prospect. After all, what an agency sells is the promise of success with no real guarantee it’ll actually happen. That’s why a work process matters, not because it’s exciting, but because when it’s used well, it has the ability to demonstrate that you have a method for achieving repeatable results. Within the context of marketing challenges, a work process shows: - How you narrow down good ideas into the right idea - How decisions actually get made - How that idea gets turned into something that drives action And that’s what clients are really buying. Have a question you want me to answer on another Just Ask Jody? Email me at jody@thesuttercompany.com. Want to learn more about how I help small agencies win more new business from the right clients? Visit my website at www.thesuttercompany.com Ready to talk? Book a complimentary consultation here: https://www.thesuttercompany.com/contact-me https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1764143222765-73C2UBZHG0UH98BSM7NP/image-asset.jpeg Just Ask Jody - Just Ask Jody: “How do we handle a ‘no’ from a prospect?"  You want to get in front of new prospects that you know could use your help, but you don’t want to feel pushy and intrusive. On the other hand, you don’t want to give up too soon and risk missing an opportunity to work with them. If you’ve made repeated attempts to connect with them, at what point do you assume this is another way for the prospect to say “no”? In this Just Ask Jody, I offer you my take on when to put on the brakes versus keeping your foot on the accelerator. Have a question you want me to answer on another Just Ask Jody? Email me at jody@thesuttercompany.com. Want to learn more about how I help small agencies win more new business from the right clients? Visit my website at www.thesuttercompany.com Ready to talk? Book a complimentary consultation here: https://www.thesuttercompany.com/contact-me https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1761664634014-VAKS4RDA5242ZCBB2188/image-asset.jpeg Just Ask Jody - Just Ask Jody: "What's the best channel for cold outreach?" I was recently asked by the owner of a small branding agency, what the best channel for cold outreach is, LinkedIn or email? They’re both equally legitimate but also equally likely to fail if the message isn’t right. What’s really happening when a prospect receives a cold message from you? It’s easy to assume that your job is to impress them or prove your value. But if your agency is an unknown quantity, the prospect has a much more basic need: to quickly decide whether you’re even relevant. That’s the lens I use when coaching agency leaders on cold outreach. In this Just Ask Jody, I share my thoughts on why the right message is more important than the right channel. Have a question you want me to answer on another Just Ask Jody? Email me at jody@thesuttercompany.com. Want to learn more about how I help small agencies win more new business from the right clients? Visit my website at www.thesuttercompany.com Ready to talk? Book a complimentary consultation here: https://www.thesuttercompany.com/contact-me https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1759160568151-9P9FI9M4QPVQMKRQ56TR/image-asset.jpeg Just Ask Jody - Just Ask Jody: “What’s the best approach for screening a prospect who is probably unqualified?" Just Ask Jody: “What’s the best approach for screening a prospect who is probably unqualified?" You can keep your new business conversations both generous and strategic—especially when you’re pretty sure the prospect isn’t a fit. In this episode of Just Ask Jody, I answer a question from an agency owner who's received an inquiry from a sole proprietor—a type of client that rarely works out for him. How do you screen for qualification without sounding dismissive or defensive? I share why clarity is more generous than accommodation, how to define (and communicate) your engagement criteria, and why being upfront about fit helps both of you move forward with confidence. Do you have a question you’d like me to answer on Just Ask Jody? Email me at jody@thesuttercompany.com Want to learn more about how I help small agencies win more new business from the right clients? Visit my website at www.thesuttercompany.com Ready to talk? Book a complimentary consultation here: https://www.thesuttercompany.com/contact-me #AgencyGrowth #BusinessDevelopment #SalesPipeline #JustAskJody #TheSutterCompany #SmallAgencyTips https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1757339477025-PNITWWAOICFUSBXGQ4S1/image-asset.jpeg Just Ask Jody - Just Ask Jody: "When do we add an 'opportunity' to our sales pipeline?" At what point does a prospect conversation become a trackable sales opportunity? There’s no one-size-fits-all answer but there is a smart framework for making the decision. I’ll walk you through the key criteria I use with my clients, how to trust your professional instincts without being overly optimistic, and how to keep your pipeline both focused and forward-looking. You'll get my POV on: - What criteria signals a real opportunity - When to rely on your intuition - How to avoid bloated or barren pipeline traps - Why “abandoning” an opportunity can be a smart move Do you have a question you’d like me to answer on Just Ask Jody? Email me at jody@thesuttercompany.com Want to learn more about how I help small agencies win more new business from the right clients? Visit my website at www.thesuttercompany.com Ready to talk? Book a complimentary consultation here: https://www.thesuttercompany.com/contact-me https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1757339953994-L7L64C7LBBMNSAR7E7AP/image-asset.jpeg Just Ask Jody - Just Ask Jody: “What's the one thing I should be doing consistently to find leads?” This question came up during one of my recent mastermind sessions with agency owners. It came from someone who wears a lot of hats. His time is tight, his to-do list endless, and if he’s honest with himself, he’ll admit he avoids proactive business development in favor of almost anything else that needs his attention. So, when he asked, “What’s the one thing I should be doing consistently to find leads?”, he wasn’t just looking for a silver bullet. He wanted something realistic. Actionable. Something he could stick with. And the answer? It'll be different for different agency owners but it depends on your strengths (because you’re more likely to do what you’re good at and feel comfortable doing). https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1750174724981-OD22MLT5GT3AGLFEDNGW/image-asset.jpeg Just Ask Jody https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1747245638730-HZ674GX4YW6NUKGD332H/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do we build a new business culture at our agency?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1743083323333-MN0ESH4K0ZB1ZPM5W8AK/image-asset.jpeg Just Ask Jody - Just Ask Jody: "Should we use proposal template software?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1741791311971-02G3HY2GM4L7D990YSOX/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do we scale our agency without hiring a salesperson?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1741791243628-3372GEXCUYKDMEH30NTG/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do we know if our new business goals are unrealistic?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1736271527416-1UQX6YY6A9ZZOOG2W0EP/image-asset.jpeg Just Ask Jody - Just Ask Jody: "What new business metrics should we be focused on?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1732208556306-1ISSPFSMXKH7KLBTQAIQ/image-asset.jpeg Just Ask Jody https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1642906609981-CDYV1KDBK5V49M86JV2T/image-asset.octet-stream Just Ask Jody https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1732035746316-K3EFDG6ME82M2UJJNRLV/image-asset.jpeg Just Ask Jody - Just Ask Jody: How do we pitch a prospect in a new category? https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1727282968168-T3SLSTUEAJ668I54UH30/image-asset.jpeg Just Ask Jody - Just Ask Jody: Should we do a competitive analysis as part of our agency's repositioning? https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1726706902199-9MURCPRXGDIW6EFD27XT/image-asset.jpeg Just Ask Jody - Just Ask Jody: "What's the best way to ask for referrals?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1726706833105-D6X14SWLH1UOU0GZC6VP/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do I establish a new business process that can work in between bouts of chaos?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1726706742851-9Z0RH52CDL7JOYM16U74/image-asset.jpeg Just Ask Jody - Just Ask Jody: "Who should do the outreach? The agency CEO or someone else?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1726706605232-LO3EDO28U5YMLVC1269Z/image-asset.jpeg Just Ask Jody - Just Ask Jody: "When should we re-engage a client we pitched but didn't win?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1719851765634-JIJ6KLM417PI2EYHKULD/image-asset.jpeg Just Ask Jody - Just Ask Jody: "What's the best way to evaluate whether a potential client is a good fit?" On this Just Ask Jody, a basic but important question: what advice would I give an agency trying to evaluate whether a potential client is a good fit? I’ll tell you the most important consideration for answering this question (and you might be surprised by how obvious it is) as well as some of the traps agencies fall into that make this question a lot harder than it should be. https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1719851680234-NIDHU9KQKGP91OFACAFG/image-asset.jpeg Just Ask Jody - Just Ask Jody: "Should we rely on scripts for sales conversations?" For many leaders at small agencies who are in a new business role, having a script to support them in a sales conversation is really appealing, especially if they’re less experienced in sales. There’s comfort in the idea that following a step-by-step process will result in a positive outcome. There are certainly advantages to relying on a sales script, but there are disadvantages too. In this Just Ask Jody, I’ll tell you when to lean on a script and when to let it go. I also mention an article I wrote in which I go into a bit more depth on the dos/don’ts of a good sales process. https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1719851595280-94812F8WH48OQWA39Z74/image-asset.jpeg Just Ask Jody - Just Ask Jody: "Should we say 'yes' to pay to play speaking opportunities?" I love a marketing-first approach to agency new business. For agencies that can do this well, it means they can rely less on outbound prospecting, an activity that is not universally loved by any means. What, exactly, is a marketing-first approach to new business? It’s one that generates leads through awareness-building activities like writing a book, or publishing proprietary research, or hosting a podcast, or speaking at conferences. If public speaking is the tactic for you, you’ve probably come up against pay-to-play opportunities. In other words, in exchange for sponsorship dollars, an event organizer is willing to let you take the stage. Are these kinds of speaking gigs worth it? I’ll tell you my opinion in this Just Ask Jody. https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1719851518274-PC9QA6EJ8H3BXFTLUCE9/image-asset.jpeg Just Ask Jody - Just Ask Jody: Should we pay commission or salary for new business?" It’s natural to think you’d pay a salesperson on commission, right? Or, maybe a hybrid salary-plus-commission to keep them motivated with incentives? I’ve got some definite opinions about this and—spoiler alert—I come down firmly on the side of salary. This opinion may not be universally shared, so I welcome a debate because, while my opinion may be strong, it's not the ultimate and final answer. I’d especially love to hear from those agencies who have found paying commission for new business brought to be very successful (quick clarification: must be considered successful by you and your biz dev person). In this Just Ask Jody, I'll tell why I think salary is the way to go. https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1719851417584-GZT39ELD1M8MCXQ5OR7J/image-asset.jpeg Just Ask Jody - Just Ask Jody: "Should we focus on organic new business or net new business?" New business can come from net-new client relationships, but it can also come from growing existing clients. Which area should agencies focus on? Organic growth is desirable because in general it’s a more efficient way to generate new revenue. But that isn’t the whole answer. In this Just Ask Jody, I’ll tell you a common shortcoming I see when an agency focuses on organic growth, plus when focusing on net new business may actually be a better strategy. https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1719851318652-RPYCB9858Y5YP0MAI507/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do we get a prospect to stop stalling and award the business?" I’ve been hearing this a lot from agencies recently. They engage a prospect and it leads to an opportunity to pitch a piece of new business. The pitch goes well and it’s looking promising that it’s going to end in a win for the agency. And then the client stalls and you’re stuck in a holding pattern. So close, and yet so far. What can an agency do to get out of this holding pattern? In this Just Ask Jody, I’ll offer you a few ideas for getting out of this maddening situation. https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1719850954930-IGUKHS1D2JZI5DF2CRI6/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How much should we hold back and save for the next meeting?" You’re in the early stages of a pitch process, you’ve submitted a response to the RFI and now you’re preparing for the introductory credentials meeting with the client. If you make the right impression, you’ll advance to the next round and there will be more opportunities to show your best stuff to the client. How much should you hold back and save for the next meeting? The simple answer: don’t hold back anything. But of course there’s more to it than that. On this Just Ask Jody, I’ll describe a common mistake I see agencies make and suggest a different question you might want to ask instead. https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1719851178461-Z4LS6STT3SNEIBD92YWQ/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do we grab the client's attention at the start of a pitch meeting?" I assume that the agency behind this question really wants to make sure that they don’t get lost in the shuffle. After all, it’s likely this agency is one of several (or maybe many) agencies lined up to meet with the client over the course of that day or week. How do you ensure that your agency stands out? How do you increase your chances of being remembered favorably when the client team sits down to select one agency and eliminate the others? On the Just Ask Jody, I’ll tell you what I think you should do but also what you definitely don’t want to do. https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1665422986283-AF38DZSGDX9GC80UOLRG/image-asset.jpeg Just Ask Jody - Just Ask Jody: "When should we use video in our pitch meetings?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1662836688701-5JEFSN6J7HFUDY6QDJT6/image-asset.jpeg Just Ask Jody - What is the optimal number of presenters in a pitch meeting? Here’s the question I was asked: “What’s the optimal number of presenters we should have in an agency pitch meeting?” Here’s the subtext I heard: “How many people can we stuff into the room or on a Zoom call so that everyone we think needs to be there is there?” On this Just Ask Jody, I offer you a few guidelines for making good decisions around who to bring to the pitch meeting and why. Have a question you want me to answer on another Just Ask Jody? Email me at jody@thesuttercompany.com. Want to learn more about how I help small agencies win more new business from the right clients? Visit my website at www.thesuttercompany.com Ready to talk? Book a complimentary consultation: https://www.thesuttercompany.com/cont... https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1661208318224-T15VA4JCIAOMZIRZFT8K/image-asset.jpeg Just Ask Jody - Just Ask Jody: "What is an ideal subject line for a sales email?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1661206694844-ISL7VJZA9WMXUO4QUQ5V/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do we make our agency sound different from others?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1661206656632-AW0QUTOUBDQ468YKFE66/image-asset.jpeg Just Ask Jody - Just Ask Jody: "Is answering RFPs worth the time, money and effort?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1661206589045-11E4K5CYT2ABW0G6DOS0/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How can an agency owner be less involved in the sales process?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1661206479463-QSXQCE0KIPUIBTYZU0P1/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do we answer 'give us your best and final offer' without changing the scope?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1661206352415-46K56WMUK0O4GO83IDOZ/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do we keep the dialogue open with a prospect after the proposal" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1642906609996-AC3GPGH9TPF15KPGA13D/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do you write an agency case study for multiple campaigns versus just one?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1642906666889-QN0JZOQGYSKTGZQWWBFU/image-asset.jpeg Just Ask Jody - Just Ask Jody: "When should our agency outsource lead generation?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1642906700284-F762QIGK5XJ0RZQBDQHO/image-asset.jpeg Just Ask Jody - Just Ask Jody: How do we answer "Can your small agency handle my business?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777337206-7UJFGIADAG8A5AVEGVYP/image-asset.jpeg Just Ask Jody - Just Ask Jody: "Where does marketing end and sales begin?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777383001-EVVIV82GV7KWN6AFPBSW/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do we get the client to tell us the budget?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777447980-CJ9BA8DKVJCBAWKYAJ5Z/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do we land on a good insight when writing an agency case study?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777472522-EB20SRUESA6UPS48R4BQ/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How should our agency use LinkedIn for new business?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777492076-Y7Z4QV0OHPSKZM5YDSV3/image-asset.jpeg Just Ask Jody - Just Ask Jody: "When is the best time to follow up with a prospect?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777506676-J3SWHSGTUIG4MVJDS270/image-asset.jpeg Just Ask Jody - Just Ask Jody: "Do we really have to present our agency credentials in person?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777522179-94W0AV5M7DKV46H7FP05/image-asset.jpeg Just Ask Jody - Just Ask Jody: What do you do when a hot new business prospect stops responding? https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777535586-NY301HVHLX0XNV2C60MO/image-asset.jpeg Just Ask Jody - Just Ask Jody: "What should we do when a client behaves badly during a new business pitch?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777549135-YQQGAIWQJU4VIQJTQV5X/image-asset.jpeg Just Ask Jody - Just Ask Jody: "Should we survey our clients about what makes our agency different?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777577345-RP51JX1AM9IP3ADRRCI6/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do we get our account managers more involved in agency new business?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777590255-T30OGHTFIY1E5KCYR2FO/image-asset.jpeg Just Ask Jody - On Just Ask Jody: "How do we use boilerplate language effectively for agency new business?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777603084-99TP1N1P5BPC3RQ5AHGX/image-asset.jpeg Just Ask Jody - Just Ask Jody: "What's the best way to ask for new business referrals?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777614985-XROUNDSGWN8HYM5TQT1Y/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do we create great chemistry in a Zoom meeting?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777645063-DNCWH3C7L8VX0RMQYZ9Z/image-asset.jpeg Just Ask Jody - Just Ask Jody: How Must an Agency Business Development Leader Stay Viable During COVID-19? https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777660997-7GGWJMQ6JY3T6KNUZ9VY/image-asset.jpeg Just Ask Jody - Just Ask Jody: How do we do a better job of describing campaign tactics in our case studies? https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777688045-5THRAHNJXP1THB2BT9KG/image-asset.jpeg Just Ask Jody - Just Ask Jody: What's the best way to ask a client for a testimonial for our agency? https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777702219-AZBSX0DJ0TZIV4QE5634/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How Do We Get the Most New Business Out of Attending Conferences?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777714609-2QUXFFZD3AK9EHUWZ0HY/image-asset.jpeg Just Ask Jody - Just Ask Jody: How important is chemistry in winning a new business pitch? https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777726750-0E97GY6SXL546UA105BY/image-asset.jpeg Just Ask Jody - Just Ask Jody: "What's the best way to proactively communicate with agency search consultants?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777738341-OQ9BXAJFX3A0P6C44QQD/image-asset.jpeg Just Ask Jody - Just Ask Jody: What's the best format for an agency case study? https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777751841-VQUBTYZNWC25XECWY6W2/image-asset.jpeg Just Ask Jody - Just Ask Jody: What's the single most important thing an agency must do to win new business? https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777772218-HX204ZP0QFB7W2JMUXFC/image-asset.jpeg Just Ask Jody - Just Ask Jody: What do marketing directors look for in a small agency? https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777788310-NPURL131D1LBCXCH8NEC/image-asset.jpeg Just Ask Jody - Just Ask Jody: "Should we include paid media in our agency's new business plan?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777803433-BKHQEXAUY8BM83TAGIIN/image-asset.jpeg Just Ask Jody - Just ask Jody: "How much preparation should we do before contacting a cold prospect?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777815228-X6SPFRWYPHAV8BSPH690/image-asset.jpeg Just Ask Jody - Just Ask Jody: "How do I keep my agency pitch sounding fresh?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777827326-8OXEL94ZKHB1TOZYK6P6/image-asset.jpeg Just Ask Jody - Just Ask Jody: "When is the right time to reinvent our agency?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777884406-OFAOBS9UJQIDDHBT2L31/image-asset.jpeg Just Ask Jody - Just Ask Jody: "Does our agency need to have a blog?" https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1643777918265-L9FN1QR5LJNT660OE6I1/image-asset.jpeg Just Ask Jody - Just Ask Jody: "Is answering RFPs really worth the time and effort?" https://static1.squarespace.com/static/58719149579fb3e8f1afc175/61ecc39aaaf0f34d6c01723b/6308fe1a634d4e485aa49256/1769698594018/ Just Ask Jody https://static1.squarespace.com/static/58719149579fb3e8f1afc175/61ecc39aaaf0f34d6c01723b/68518b98974b160cfa04f134/1769698594017/ Just Ask Jody https://www.thesuttercompany.com/about-you daily 0.75 2024-02-22 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1647482286772-LUEV4OJXILDG473PFVG5/FTAA.jpeg About you https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1663624034539-I94GWJUFGR8ULH4ZDBTQ/The-Sutter-Company-Post-it.png About you https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1616909374030-O6JGVGFP5HVK16SW4B59/arrow-down-v2-100px.png About you https://www.thesuttercompany.com/contact-me daily 0.75 2025-07-30 https://www.thesuttercompany.com/about-me daily 0.75 2026-03-26 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1663624395044-D6FQ89BXVZ1M0L0OZHQF/Jody-Sutter-Portrait-at-desk.png About me https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1616909374030-O6JGVGFP5HVK16SW4B59/arrow-down-v2-100px.png About me https://www.thesuttercompany.com/programs daily 0.75 2026-03-10 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1616909374030-O6JGVGFP5HVK16SW4B59/arrow-down-v2-100px.png Programs https://www.thesuttercompany.com/freeguide daily 0.75 2023-10-03 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1502280026084-1N74SOMW0O6WVLJTQ5FX/image-asset.jpeg Free Pitch Scorecard https://www.thesuttercompany.com/speaking daily 0.75 2022-08-18 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1616909374030-O6JGVGFP5HVK16SW4B59/arrow-down-v2-100px.png Speaking https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1616909374030-O6JGVGFP5HVK16SW4B59/arrow-down-v2-100px.png Speaking https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/74fbdfdc-ece9-4277-96f3-f092f1314242/RAE_1010.jpg Speaking https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/91ee4ee4-03b6-454d-ad68-dfd84523ed5c/Copy+of+Traffic+_+Conversion+Summit_San+Diego_091521-11.jpg Speaking https://www.thesuttercompany.com/home-wip daily 0.75 2022-09-19 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1572034248598-INXPXTTH6VNW3C8UNFYH/Main-Image-BG-Static.jpg Home - 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Hi, I’m Jody Sutter! Hi, I'm Jody Sutter. Since launching The Sutter Company in 2014, I’ve been dedicated to helping owners of small agencies take control of their new business destiny. I’m the inventor of the BUILD WIN SCALE© Methodology, a framework specifically designed for the needs of small agencies, especially those agencies that don’t have the luxury of a dedicated new business person or team. I’m a career-long business development expert. I’ve run new business at large global agencies, like R/GA, OMD and Havas where I was responsible for millions of dollars of new business wins, but I’ve also spent time at small boutique firms, from branding design to digital advertising. I was on the front lines, generating leads and building relationships that led to new revenue. Getting the attention of new prospects and winning the right kind of business for your agency is challenging. It takes hard work, creativity and discipline. But it can also take an outsider’s perspective to help you understand your greatest strengths and how to position them. You’ll benefit of my years of experience in ad agency new business and marketing. Equal parts storyteller and problem-solver, I know how to prescribe the right tools and techniques that will work for your agency and get your prospects to say “yes”. https://www.thesuttercompany.com/casestudyguide daily 0.75 2024-07-10 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1590007544268-U4JQPIL22R2A9M0PUYBC/Screen+Shot+2018-05-11+at+7.20.05+PM.png An Agency's Guide to Writing the Perfect Case Study https://www.thesuttercompany.com/no-promo-nbb-pwp daily 0.75 2025-05-14 https://www.thesuttercompany.com/the-biz-dev-blog daily 0.75 2022-06-10 https://www.thesuttercompany.com/test daily 0.75 2026-03-24 https://images.squarespace-cdn.com/content/v1/58719149579fb3e8f1afc175/1696990082229-OEE2YUXOE737NSFUQUF3/image-asset.jpeg Test