If 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 MoreGrowing your agency means scaling and delegating. But when is the right time to hand over business development responsibilities? And what exactly makes sense to hand over?
Read MoreHow frequently do you apply the framework of a “buyer’s journey” to your own agency’s business development process? Discover what your prospects need to hear from you at each stage.
Read MoreHow does an owner or principal of a small agency decide what an “effective” outreach strategy is for them? I think the answer depends on two things: volume and personalization.
Read MoreWhat does it mean to build a “culture of new business” within an agency? It’s a phrase that gets bandied about but doesn’t always get defined in terms concrete enough to be effective. Here’s where you might start.
Read MoreAgency owners tell me lack of time is a big reason why proactive business development doesn’t get done at their agency. But when an RFP or a competitive new business pitch comes their way, somehow they find the time to write a response or prepare for the pitch meeting. Why? It’s the difference between our psychological drive to act versus our drive to delay.
Read MoreWhy is the cover letter so important? It may be the only section of your proposal or RFP response that your client actually reads . Sure, that’s a cynical attitude, but winning competitive agency reviews is hard enough. Here’s one agency business development best practice to embrace.
Read MoreWe have a love/hate relationship with the RFP. As long as RFPs are a reality of agency new business, here are 4 ways to turn your RFP response into a strategic selling tool.
Read MoreWhen an agency fails to captivate an audience in a pitch meeting it might have less to do with presentation skills and more with content and preparation. Here’s a simple set of three quality control factors to apply to your next pitch deck before writing a big check to a presentation coach.
Read MoreIs it possible to close new business deals by simply following a step-by-step process?
Read MoreDo agencies ask enough questions in a new business pitch? How sharpening your questioning skills helps you close more new business for your agency.
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