Let’s be honest — sometimes the biz dev process can leave us feeling like we’ve somehow compromised ourselves to get a seat at the table.
Hopefully, we don’t make compromises that actually left us feeling dirty but even with a sweet spot prospect, we can certainly feel like we’ve twisted ourselves into a pretzel or performed like a dancing poodle rather than being respected for how we can elevate the prospect’s business.
I think it’s easy to forget that clients actually want their agency to have a point of view and an opinion about the work and the direction the client should pursue. We’re so busy trying to be invited to the dance that it’s easy to lose a little bit of ourselves.
I wrote an article for Marketo about this idea that clients actually long for brave agencies and it’s our responsibility to walk with some swagger and confidence to the negotiating table, rather than acting like we’re grateful for the handout. When I look at the agencies who are knocking it out of the park from a biz dev point of view, they all have one thing in common — the courage to speak their mind.
I’d love to hear your take on this topic and on the article.
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