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

A 4-Part Framework for a Creds Meeting Your Prospects Will Actually Enjoy

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.

Agency Positioning, Pitching New BusinessJody SutterApril 3, 2024#newbusinessstrategy, #agencynewbusiness, #agencybusinessdevelopment, #newbusinesspitch, #agencycredentialsdeck, #agencypositioning

You Were Born to Pitch Badly

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.

Agency Positioning, Pitching New BusinessJody SutterMarch 7, 2024#newbusinessstrategy, #agencynewbusiness, #agencybusinessdevelopment, #newbusinesspitch, #psychologyofpersuasion, #agencypositioning

You’ve Got Your Prospect’s Undivided Attention. Now, What Do You Tell Them About Your Agency?

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?

Agency Positioning, Pitching New BusinessJody SutterFebruary 12, 2024#newbusinessstrategy, #agencynewbusiness, #agencybusinessdevelopment, #elevatorpitch, #agencypositioning

5 Strategies for Making Your New Business Goals a Reality

Were 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.

Jody SutterJanuary 5, 2024#newbusinessstrategy, #agencynewbusiness, #agencybusinessdevelopment, #elevatorpitch, #agencypositioning

Test the Strength of Your Agency’s Elevator Pitch

An 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.

Pitching New Business, New Business OperationsJody SutterNovember 8, 2023newbusinessstrategy, #agencynewbusiness, #agencybusinessdevelopment, #elevatorpitch, #agencypositioning

Agency New Business Isn’t a Democracy

Agency new business doesn’t work well as a democracy. It’s better when it’s a benevolent dictatorship where all ideas are heard and considered but, ultimately, one person makes the judgment call.

Pitching New Business, New Business OperationsJody SutterOctober 9, 2023#newbusinessstrategy, #agencynewbusiness, #agencybusinessdevelopment, #businessdevelopmentpractices, #reachingagencygrowthgoals, #agencypositioning