How to Win the Final Pitch Presentation Even when the Client Throws You Curveballs

Running an agency review is hard work and when clients make unreasonable requests, it can be a proxy for saying, “hey, this is an important decision and we just don’t want to make a mistake.” Probe for the real reasons -- are there better ways to address them? Remember, your job in a new business pitch is to win. Sometimes that means challenging the rules.

Pitching New Business, Writing for Agency New BusinessJody SutterApril 26, 2021agency new business, new business pitch, agency review, pitch meeting, client pitch brief, digital agency, brand agency, marketing agency

Operationalizing Your Agency’s New Business Strategy: What to Do on a Weekly, Quarterly, and Annual Basis

New business is one of those responsibilities that should be fully integrated into your daily schedule. But for a lot of agency leaders, it's not. I think it’s why new business plans fail. Here’s a framework to help you operationalize your new business strategy and a roadmap for prioritizing activities on a daily, weekly, quarterly, and annual basis.

New Business Operations, Agency Business DevelopmentJody SutterMarch 24, 2021agencygrowth, #smallagency, agencynewbusinessgrowth, smallagencyceo, newbusinessplan, digital agency, brand agency, marketing agency

How to Have a Long, Happy Relationship with Your Head of New Business

I’ve seen my fair share of healthy relationships between agency owner and new business person. But unfortunately, unhealthy relationships outweigh healthy ones. Here are five things you can do to ensure you’re embarking on a satisfying collaboration that will lead to increased revenue, healthy agency growth, and a more sophisticated approach to pursuing the right clients.

New Business Operations, Agency Business DevelopmentJody SutterFebruary 17, 2021agency growth, agency new business, new business pipeline, hire a salesperson, hire a new business person, small agency, small agency leadership, new business process, digital agency, brand agency, marketing agency, new business person, scale your agency, track leads, pitch process

Hiring a salesperson when you need more sales is a bad idea

You’ve decided to hire your first salesperson for your agency. The need is acute: not enough good leads, an overreliance on competitive RFPs, and a poor pitch-to-win ratio. It seems logical to hire someone qualified to help. But, the decision to hire must be based on scaling your agency, not digging it out of a hole. Here are two important indicators that you’re ready to hire a salesperson.

New Business Operations, Agency Business DevelopmentJody SutterJanuary 28, 2021agency new business, new business pipeline, hire a salesperson, hire a new business person, small agency, small agency leadership, new business process, digital agency, brand agency, marketing agency, new business person, scale your agency, track leads, pitch process

Control Your Narrative. Control Your Pitch.

An agency that isn’t in control of its narrative places that control in the hands of the prospect, and that prospect doesn’t have the best interests of the agency in mind.