We got one of the agencies we represent into a really interesting client the other week. A disruptor in a staid industry ripe for a shake up. This is how it came about. Using the investors hub we subscribe to we discovered they had raised £10m in Series A funding in January. We researched further[…]
Is there a fear of failure in agency new business departments? Many new business teams seem to be scared of sending their MD or CEO in to meet with someone who isn’t the perfect prospect, with a budget, ready to buy; the whole purpose of the role is forgotten and very few meetings are set[…]
The received wisdom for agency new business is, as we all know, that you should always be talking to the decision maker. The person who is responsible for appointing the marketing agency. Not the person who ‘deals with’ the marketing agency. To this end, we have a very simple rule, which is to qualify as[…]
Selling to the sellers at business exhibitions shows a lack of empathy and is counterproductive. We have lost count of the number of times clients have said “we’re going to XXXX, here is a list of the exhibitors, can you arrange for me to meet with them whilst we’re there so we can pitch to them?”[…]
Manifest has taken measures to ensure that it is GDPR Compliant. GDPR is really just a turbo charged version of the Data Protection rules already in force. GDPR will apply to and protect all EU & UK citizens (regardless of Brexit). Organisations are responsible for protecting data from hackers. Fines for data breaches will be up[…]
I’m afraid that once again we’re going to say more on agency websites. You see, we’ve been going through our database and sorting the wheat from the chaff so to speak. Anyway, as part of that process we’ve visited more then 2,500 agency websites in the last week, specifically to find out two things. Location Telephone number[…]
There are three agency new business hunting strategies that we will be looking at in this post. This is not to say that these are the only ones and we are also not necessarily saying that any one is better than an another or for that matter that an agency can only adopt one strategy.[…]
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[…]
