OK, the main goal of any first new business meeting is actually getting a second meeting, but that’s not what I’m thinking about as I write this post. Some agencies, regardless of how they’re driving their new business program, feel like first meetings with a prospect should be solid gold and close fairly quickly. Those agencies tend[…]
If you are in the process of deciding between in-house or outsourcing 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[…]
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 is a new business system used primarily in the UK but has been gaining ground overseas for many years now and is seen as the most powerful methodology used by the most progressive agencies in the world. Here is how it works. Suspect – The Company has been identified as one that[…]
We spend a lot of time looking at agency websites: advertising agencies, integrated agencies, media buyers and planners, experiential, digital and design agencies. 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, which you navigate either by scrolling[…]
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 calls being made these days, but the reply we got from one CMO recently was really quite revealing. One of[…]
With the EU GDPR regulations coming into effect next May, what might the new regulations mean for agency new business? Putting it simply, the regulations mean that no individuals data (consumer or business related) may be held on a database without that individuals express permission and if a company does hold such data without permission[…]
Manifest, having been a Workspace tenant for a number of years now, were invited to write about our experiences. “Having worked both in-house at various agencies and at another new business agency some time ago, Adam Whittaker, managing director of Manifest, grew increasingly frustrated by the smoke and mirrors employed by many out-of-house business development[…]
The stories we tell will inspire and engage is a clarion call for storytelling in agency new business. 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[…]
We just had this writ large on the wall of our new office 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 the outcome, think the mechanics involved are simply outdated. […]
