When to Let Go of Owner-Led Business Development at a Small Agency

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?

Agency Business DevelopmentJody SutterAugust 12, 2024#smallagency, #ownerledsales, #founderledsales, #newbusinessstrategy, #newbusinessoperation, #agencynewbusiness, #agencybusinessdevelopment

How to Be a Better Guide to Your Prospect on the Buyer’s Journey

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.

Agency Business DevelopmentJody SutterJuly 2, 2024#smallagency, #buyersjourney, #newbusinessstrategy, #agencynewbusiness, #agencybusinessdevelopment

The Best Approach to Outbound Prospecting for a Small Agency Owner

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.

Agency Business Development, Outbound Prospecting for AgenciesJody SutterJune 7, 2024#smallagency, #outboundprospecting, #newbusinessstrategy, #agencynewbusiness, #agencybusinessdevelopment

How to Start Building a Culture of New Business at Your Agency

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.

Agency Business Development, New Business OperationsJody SutterMay 14, 2024#newbusinessculture, #newbusinessstrategy, #agencynewbusiness, #agencybusinessdevelopment, #agencypositioning, #accountability, #mentoring, #storytelling

Why You Never Have Enough Time to Work on Agency New Business (and How to Find More)

Agency 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.

Agency Business Development, Agency New Business PlanningJody SutterAugust 3, 2023newbusinessstrategy, pitchnewbusiness, #newbusinesstools, #howtobebetteratbusinessdevelopment, #pitchnewbusiness, #agencybusinessdevelopment, #businessdevelopmentpractices, #agencyrfp, #wintherfp, #agencynewbusinesstools

Writing the Perfect Agency Proposal Cover Letter

Why 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.

Agency Business Development, Writing for Agency New BusinessJody SutterJuly 5, 2023newbusinessstrategy, winningproposals, answeringagencyRFPs, howtobebetteratbusinessdevelopment, pitchnewbusiness, #agencybusinessdevelopment, #businessdevelopmentpractices, #agencyrfp, wintherfp, agencynewbusinesstools

Win the RFP: How to Turn Your Agency’s Response into a Strategic Selling Tool

We 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.

Pitching New Business, Agency Business DevelopmentJody SutterJune 12, 2023#pitchnewbusiness, #agencybusinessdevelopment, #businessdevelopmentpractices, #agencyrfp

A Successful Pitch Depends More on Preparation than Presentation

When 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.

Agency Business Development, Pitching New BusinessJody SutterMay 10, 2023#pitchnewbusiness, #agencybusinessdevelopment, #businessdevelopmentpractices

When a Sales Process Works…and When it Doesn’t

Is it possible to close new business deals by simply following a step-by-step process?

Agency Business Development, Pitching New BusinessJody SutterApril 12, 2023#pitchnewbusiness, #agencybusinessdevelopment, #businessdevelopmentpractices, #hiringanagency

Why Don’t Agencies Ask More Questions in a New Business Pitch?

Do agencies ask enough questions in a new business pitch? How sharpening your questioning skills helps you close more new business for your agency.

Agency Business DevelopmentJody SutterMarch 10, 2023#pitchnewbusiness #agencybusinessdevelopment #businessdevelopmentpractices #hiringanagency

Your Power in the Pitch

In a new business pitch, there’s the perception that the marketer holds all power. After all, they’re the ones writing the check. But agencies have more power over the pitch than they may realize. Stepping into that power depends on demonstrating to a prospective client how you will maximize their gains and minimize their losses.

Agency Business DevelopmentJody SutterFebruary 14, 2023#pitchnewbusiness, #agencybusinessdevelopment, #businessdevelopmentpractices, #hiringanagency

How to Win New Business in a Recession

Even 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.

Agency Business Development, Agency New Business PlanningJody SutterJanuary 11, 2023#agencybusinessdevelopment, #recession, #2023ready