What would happen to your agency if you were abducted by aliens? It seems like a silly question, but bear with me. If you were captive on another planet with no way to reach your team, would your company survive? If the answer is no, then I've got bad news for you. You built a [...]
All prospects have a unique approach when selecting an agency -- a “secret sauce” he or she uses to evaluate potential partners. Surprised by this? So were we. We just completed a study in which we talked to 500 CMOs and business owners about their decision-making processes when hiring and firing agencies. Not only did we [...]
Raise your hand if you’ve used one of these excuses for why you haven’t gotten around to putting a strategy in place for business development: “We grow based on referrals.” “We’re going to hire somebody.” “We’re too busy with our current clients.” You wouldn’t be alone — many agencies make the same gigantic mistake of [...]
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 [...]
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 [...]
