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In this post we look at the basics of how to set up a successful new business system because, believe it or not, some agencies are still floundering about with spreadsheets, email inboxes or worse still, nothing but their memory! There are two sides to agency new business, prospecting (which is what Manifest does) and[…]
I read a post on LinkedIn today about the problem with new business for agency founders; it went something like this. I spend weeks sitting down with my business coaches and deciding which companies and brands we want to work with. I then spend weeks brainstorming compelling propositions that are absolutely spot on for these[…]
As a follow on to the post we put up at the start of the pandemic (we’ve been a bit busy hence the lack of posts since!) we thought you might be interested in seeing our access and conversion rates over the past year so you can see for yourself the impact (or rather lack[…]
Knowing your new business prospecting KPIs will make you a more successful and efficient marketer.The number of leads generated per week, month or year is an important measure to know when it comes time for presenting prospects with opportunities they might find interesting; but also useful in judging how well one’s own efforts are going![…]
The agency new business strategy is essential to get right from the start. Who is the best person to approach first within a prospect company? CEO? MD? Marketing Director? Comms Director? Marketing Manager? Now, you may THINK you know the answer to this one. Most agency heads are of the opinion that it is best[…]
I was talking with the head of one of our branding and design consultancy clients the other day and he was telling me of one of the issues he is increasingly facing with his rate card. Buyers are starting to view the services he provides (possibly due to the agency proposition but that’s a different[…]
The agency client relationship typically lasts about eighteen months, that’s from initial romancing through to the inevitable breakup. The stages and approximate lengths of time are shown on the graphic wheel below. From an agency new business person’s perspective it is essential to understand these phases and the opportunities (or lack of them) that they[…]
The Problem Stalling agency growth and agency new business is an issue many of us encounter and can, if you are scaling for sale, become a very real concern and cause of much hand wringing. “Why is it …” we were asked the other day by a new client “that so many agencies of our[…]
Building trust for business development is essential since a lack of trust can prevent you from warming up your leads. A potentially fatal consequence that will likely lead to a deterioration of the business relationship, hindering it from progressing positively which is why building trust is so important for agency new business. Fortunately, there are[…]
The Secret to Winning New Business? Most agencies focus on the pitch, the show, the capabilities presentation. This is putting the spotlight on the wrong place. By then, most of the really important decisions have probably been made. The really good agencies win early: the pitch merely confirms a decision. There are only four obstacles[…]