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?
Read MoreYou’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.
Read MoreThe 2-min agency showreel is a beloved new business tool. But is it time to end the love affair?
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 MoreThe 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.
Read MoreWinning 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.
Read MoreIf 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?
Read MoreWere you able to take the time to develop a plan for new business growth this year at your agency? Now comes the moment of truth, making those goals a reality. Don’t get trapped into a complacency that there’s plenty of time ahead. And don’t get sucked into the usual busy routine that leaves little time for proactive new business. Here are five strategies to help you turn that plan into a reality.
Read MoreAn elevator pitch is a fundamental agency new business tool. It’s meant to get your message across quickly and effectively to a prospective client and opens the door for a deeper sales conversation. But a lot of agencies make common mistakes that lead to a weak pitch. Here’s a way to test the strength of your agency’s elevator pitch.
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