Partnering 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.

A 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?

You’ve been nurturing a prospect patiently for months and now, finally, you’re given an opportunity to make a presentation to the client team! Before you trot out the same old new business credentials deck, here are four ways to get yourself in a better position to win.

The 2-min agency showreel is a beloved new business tool. But is it time to end the love affair?

Growing 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?

How 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.

How 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.

What 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.

The standard agency credentials deck is not a good performer in the meaty middle of a sales cycle when you need to persuade, offer insights, and thoughtfully react to your prospective client’s cues. Here’s a better option.

Winning a new business pitch hinges on your ability to communicate that your agency is more qualified to do the job successfully than your competitors. But there’s a fundamental disconnect between how we transmit our message and how our audience receives it.

If you had the chance to snag a conversation with your ideal prospect, who would that prospect be? And what would you tell them about your agency knowing that you’re guaranteed to have their attention for a moment but it’s up to you to keep them interested?