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 MoreYour agency's list of clients and prospects is a valuable business asset. And like any asset, the more you invest in it, the more valuable it becomes. Here are four ways to get more new business value from your agency’s list of contacts.
Read MoreIf I had to choose only one agency new business tool among all at my disposal, the case study would be it. Here are 5 steps to creating agency case studies that win new business.
Read MoreGood ideas badly presented put you at risk of losing the pitch but a good story can make your agency’s pitch irresistible. Here are 3 essential storylines to win agency new business.
Read MoreWhy does the small stuff matter? Because it has the capacity to communicate in a big way the qualities that clients are seeking when hiring a new agency: trust, responsibility, respect, proactivity.
Read MoreAgency business development success is often measured by revenue. And of course that’s a good qualitative measure—did you make your numbers or didn’t you?
But a lot goes into a successful new business operation, both quantitative and qualitative. Wouldn’t it be great to have a scorecard that objectively measures where you are today and keeps you accountable for the improvement you want to see? Here’s one way to start:
Read MoreI help my clients design agency business development strategies built around their strengths, not in conflict with them. You can too. The 1st step: discover your strengths profile. Are you a Hunter, Communicator, Thinker or Promoter?
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