If you are deciding whether to in-house or outsource your agency’s new business function (specifically the outbound lead generation aspect of the role) then this post may be of interest. For the sake of simplicity we will refer to this role as new business manager although they go by many other titles such as business[…]
A new business director was telling us the other day about how new business worked in his agency and how he was being charged for agency new business and we found it rather strange. Their new business agency would arrange a meeting and get as much information as they possibly could, but, as we all[…]
Spark and Torch for agency new business has been gaining ground for many years now and is seen as the most powerful methodology used by the most progressive agencies in the world. It was devised by Sanders Consulting in the US. Here is how it works. Suspect The Company has been identified as one that[…]
We spend a lot of time looking at websites for agency new business reasons: advertising agencies, integrated agencies, media buyers and planners, experiential, digital and design agencies. Identity Crisis? There’s a lot of them out there, although their websites almost seem to have settled into the same – or similar – design: a landing page,[…]
With the advent of all these social channels available to agency new business people and the ease of sending an email, I suppose its no real surprise to hear that there are fewer new business cold calls being made these days, but the reply we got from one CMO recently was really quite revealing. A[…]
Storytelling for agency new business is a great tool. You shouldn’t be ‘pitching’ your agency and ‘selling’ yourself to your potential clients; you should be engaging them with compelling stories that inspire them to want to know more about you. But just how do you do this? Well, every story has a beginning, a middle[…]
Business development cold calling works. We love to do what our clients hate doing and do it better than they ever imagined possible. We sometimes need to remind ourselves of how important what we do for our clients (cold calling) is to them. Many people don’t like what we do and many others, whilst liking[…]
If you are looking to make a sale or to hire a new recruit, you cannot beat meeting someone in person as face-to-face meetings can’t be beaten. That’s according to the Measuring Face Value report, from the Centre for Economics and Business Research, which says that when a London-based company does business face-to-face, it stands[…]
Do Ockham’s Razor and agency new business best practice work hand-in-hand? We think they can. If you aren’t familiar with Ockham’s Razor, here is a Wikipedia article. Ockham’s razor (also written as Occams razor, and lex parsimoniae in Latin, which means law of parsimony) is a problem-solving principle attributed to William of Ockham (c. 1287–1347), who[…]
Long-tail keywords come with their own pros and cons, so it’s important that you are aware of them before you consider using them! Using such keywords in a context of generating new business has proven to be effective, especially if the content of the keyword itself nails the prospects’ identified problem as a “long-term keyword” can[…]
