The 5 Stages of Business Development in Client Services
Get to the point where you can readily reject clients that don't fit within your company's ethos, thereby allowing more time to focus on the brand itself. In this piece I recently contributed to Entrepreneur.com, I discuss how to dive [...]
How To Use Online Content And Marketing Automation To Lift The Digital Fingerprints Of Invisible Client Prospects
Accurate prospective client intel, in the hands of a skilled business development team virtually guarantees a successful outcome. But clients today prefer to remain invisible, talking to Google instead of your agency directly. That's why successful agencies are leveraging the [...]
You only have so many seats on the bus
I’m a huge baseball fan and one of the more interesting aspects of the game for me is watching how teams manage their roster. They only have 32 spots- 20 position players and 12 pitchers. They have to play over [...]
How to Be a Better Company Leader in a Post-Pandemic World
COVID-19 challenged businesses across the globe. Teams were stretched thin, and leaders tried to help where they could. As the pandemic comes to a close, it’s time for leaders to refocus their energy on what matters most. In this piece [...]
Four Steps to Shift Your Agency’s Mindset And Promote Business Development
While you might be used to chasing down the perfect clients to work with, it's possible to flip the script. In this piece I recently contributed to Forbes.com I discuss how a mindset shift will allow you to pull in [...]
Small Gestures that Make a Big Impact on Agency Business Development
I was working with an agency this week, coaching them through rehearsals for a final meeting of an important new business pitch. At times my feedback had to do with weighty stuff like pitch strategy and meeting flow, but I [...]
Sell with Authority
I’m super excited (also relieved, fatigued and so over it as anyone who has written a book will tell you) to introduce you to my latest book, which I wrote with agency owner and AMI member Stephen Woessner called Sell [...]
Growth goals
I am a huge fan of doing one on ones with your team member.s. I outlined the strategy and benefits in an early podcast that might be worth a listen. The very first question that should be covered in every [...]
Where do you lay your head?
Every spring, I put together a list of trends that I think agency owners need to be tracking. I present this content at the spring meetings of the AMI owner peer groups and then later in the summer/fall, I share [...]
Find your people
I am wrapping up two weeks of workshops and I am so gratified that AMI gets to offer these educational experiences. Yes, I love that we help agency owners and leaders get smarter and succeed faster but what I love [...]