A weak positioning statement is one of the costliest liabilities a small agency can carry. It doesn’t just make new business harder—it makes it unsustainable. Without clear positioning, even the most creative and capable agencies get stuck in an unproductive cycle of reinvention each time they pitch a new prospect.
Read MoreA strong foundation for new business growth is built on a strong story. It’s not a nice-to-have; it's one of your most strategic business development tools.
So, what’s yours?
Read MoreNew business is one of those responsibilities that should be fully integrated into your daily schedule. But for a lot of agency leaders, it's not. I think it’s why new business plans fail. Here’s a framework to help you operationalize your new business strategy and a roadmap for prioritizing activities on a daily, weekly, quarterly, and annual basis.
Read MoreThe truth is very little truly separates your agency from your competitors. What if the point isn’t to be different—but to be distinctive?
Read MoreIf you’re an owner of a small agency, you are the best business development resource your agency has. This isn’t a challenge to find more time in your already overloaded weeks to do an activity that may not be your favorite, But it does mean that your voice and presence are irreplaceable—especially when building trust with new prospects.
Read MoreEven in uncertain times, marketers still have problems that marketing agencies like yours can solve. That’s good news for you, but you might need to change how you pitch new business.
Read MoreIn a new business pitch, every word, visual, or idea you share either builds trust or adds to the client’s sense of risk. Your job isn’t just to demonstrate competence. You must lower the perceived risk while increasing confidence that hiring your agency is a safe choice.
Read MoreAgencies often fixate on a case study’s format—video or written, long or short—but the real question is how well the case study engages its audience. A case study is only as effective as the story it tells.
Read MoreIncrease your chance of winning by positioning yourself as the expert in the room.
Read MoreYou are in control of what your agency says and does to demonstrate its expertise to prospective clients. The challenge is that this creates a narrative in the marketplace, which you have less control over. Here’s how to ensure your prospective clients perceive you in the light you want to be perceived.
Read MorePartnering with another agency can be a great way to leverage your time and talent to pitch more new business, but it comes with risk if you don’t establish the right systems, just as you would for any other sales effort.
Read MoreA 12-month plan encourages us to think big. And it’s the bigness that also gets us in trouble because it’s big enough to ignore. What if you were to shrink a twelve-month new business plan into twelve weeks focusing on quarterly milestones rather than annual goals?
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