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.
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 MoreIn 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.
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