Drew's note: I've invited John Heenan, an agency growth consultant to share a little bit of his expertise with us here at the AMI blog. Without further ado -- here's his take on business development insurance. I’ve asked other agency owners and new business directors to talk about about their own business growth advice and as [...]
I don’t care how big or old your agency is — you want to win more new business. If I could bottle business development success — I’d be a billionaire. Honestly – getting new business for your agency is not as mysterious as we make it out to be. There is a methodology that [...]
When I review an agency's new business plan (assuming they have one) one of the strategies that is usually built into the plan is building a thought leadership position for agency owners or leaders. Within that strategy is usually a list of tactics and one of them is almost always secure speaking engagements. Hard to [...]
One of the biggest issues that agency owners and other key staff that are charged with agency new business face is getting on the radar screen of their prospects. This is where a small business marketing technique could come in handy. Read on for more. Even when you have the experience, knowledge and chops to help a prospect move [...]
Building client relationships and working with other agencies can be challenging, but it is vital for your agency’s long-term success. In fact, one of the agency/client trends that is toughest for most small to mid-sized agencies is learning how to and accepting the idea that you’re going to have to work with other agencies. The [...]
We work hard to help our agency clients embrace thought leadership as a way to position themselves as a premiere choice among their competitors. Which means we need to walk our talk, eat our own dog food or whatever cliché you'd like to use to prove that it works. We're very grateful that many other [...]
Most agencies believe they don’t have an agency new business program. They say that they their business development strategy just relies on referrals and growing their current clients. And it’s working great. But they’re wrong. They do have one. Here’s how it works. Big client either fires them or notifies them that the account is going [...]
Looking for the silver bullet for agency new business efforts? I could sell a great new business person to agency owners all day long. They don't just want one -- they hunger for one. In fact, they're so hungry for that killer salesperson that they'll gladly pay a premium salary and perks to 8-10 losers [...]
Here is a tip on how to find prospects for your business, agency owner: Don’t waste your time chasing after every person interacting with your content, you’ll drive yourself crazy and it’s not worth the time. Here’s why: Agencies are finally embracing the idea of being content creators. That’s the good news. But, they’re also [...]
Yes, you heard me right. I am talking to you, the agency owner. And I want you to fire someone today. In doing so, you'll improve employee morale. You're thinking I must be the Scrooge of agency life -- suggesting you fire someone during the holiday season. It will ruin their Thanksgiving and the rest [...]
