new business strategy

The Importance of Chemistry in Business with Bob Sanders

What do CMOs and other decision makers say is the final decision point when it comes to hiring an agency? Chemistry. Many agencies believe that chemistry is not really in their control but actually, there are definitely some things you can do to connect at that level. In a recent podcast, I had a conversation with Bob Sanders from the Sanders Consulting Group and we talked about the importance of chemistry in business, the influence you can have to make your new business meetings more productive, close faster and with much more success, every single time. Bob and his team focus on creating chemistry with a prospect that can help you walk into that new business process in a better position. In this podcast, Bob will unlock the secrets of chemistry by showing you: how to understand yourself, your agency and then figure out how to relate to others how to build a concrete system that drives new business and generates leads how to use clear-cut methods for a productive first meeting with new clients that lead to the next meeting the simple things you can do each day to achieve your goals how to adjust your relationships to match your client’s personalities. Bob Sanders is a powerhouse in the marketing industry. He has previously worked with Agency Management Group, a firm that specialized in the operations, finance, and technology consultations for multinational agencies around the world. Since then, he has become the leader of Sanders Consulting Group, a leading consulting firm specializing in helping agencies implement best practices faster and more effectively. To listen – you can visit the Build A Better Agency site (https://agencymanagementinstitute.com/bob-sanders/) and grab either the iTunes or Stitcher files or [...]

New Business Prospecting & Making Your Agency Attractive to Prospects with Chuck Meyst

As agency owners, the topic of new business prospecting is one that’s always on your mind. How do you do it in a way that’s different from every other agency out there? Is there a better way?  Can you truly differentiate yourself?  Who is your right fit client? The value in finding the right prospects for your agency is invaluable, both in terms of time and money. Chuck Meyst understands the importance of finding that match and has spent the past 20 years perfecting the matchmaking sales connection between agencies and clients, which is why I was eager to get him on our Build A Better Agency podcast. Chuck shared his expertise that comes from years of experience working with agencies and their clients. Some highlights include: how a clear focus of your goals and priorities can create something of value for your client and create a better match between you and your client how the word “sales” is not something to fear, but something to embrace, and how to create maximum impact from it how agencies make themselves valuable and different by being good listeners and asking pertinent questions to their clients how to make your agency available for potential matches at his online tool, AgencyFinder without adding extra work. Chuck Meyst has been in sales all his life, from his childhood bike route to CEO and founder of AgencyFinder.com, a matchmaking service for agencies. To listen – you can visit the Build A Better Agency site (https://agencymanagementinstitute.com/chuck-meyst/) and grab either the iTunes or Stitcher files or just listen to it from the web.   If you’d rather just read the conversation, the transcript is below. If you're going to take the risk of [...]

Why Getting New Business Doesn’t Have to be a Mystery with Peter Levitan

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 works. But it requires work. That’s why agencies struggle. They wrestle with being disciplined enough to do the work consistently. That’s why I knew I needed to get Peter Levitan on the Build a Better Agency podcast. Peter’s book, Buy This Book, Win More Pitches, is a brilliant read on how to get your agency noticed and pursued by clients you’d love to work with. Peter has spent his career building successful brands, digital technologies, publishing and advertising environments, and highly effective marketing programs for Fortune 500 companies. He has 30 years of experience running Saatchi & Saatchi Advertising Worldwide, his own Portland Agency, and as the CEO of two Internet start-ups. On the podcast, Peter and I talk about truly differentiating your agency, how successful agencies prospect and what you need to do right now to get your new business program in high gear. We also delve into personas and how inbound has changed the agency new business model. You’ll probably listen to this one more than once when working on getting new business. Peter’s straight to the point style and 30 years of success in the field success make for an incredible interview. To listen – you can visit the Build A Better Agency site (https://agencymanagementinstitute.com/peter-levitan/) and grab either the iTunes or Stitcher files or just listen to it from the web. If you’d rather just read the [...]

Hey Agency Owner – How’s Your Thought Leadership Strategy?

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 publications seek us out to comment on various aspects of the agency business and we're always excited about sharing what we've learned and try to teach. Rather than making you hop all over the web looking for Agency Management Institute's examples of thought leadership -- we thought we'd give you this handy list. As always -- we'd love to hear your thoughts on any of the topics below. Digital Marketer -- 4 Ways to Build a Better Agency with Smarter Hires The Agency Post -- How to Stop Your Client From Shopping Around B2B Marketing -- 5 Ways to Avoid the Last Minute New Business Crunch Washington Post -- Overstaffing Can Break Your Small Business iMedia Connection -- Why You Need to Stop Billing By the Hour Smart Insights -- How Can Agency Account Managers Build Better Client Relationships Marketing Agency Insider -- 10 Ways to Establish Order in Your Advertising Agency HR.com -- When You Should Hire Full Time Staff Digiday -- Time to Retire the Digital Jedi The Agency Post -- Use Content to Tell Your Agency's Story The Agency Post -- Building An Internal Content Strategy for the Long Haul Score.org -- How to Transition from Corporate Thinking to Small Business Thinking CEO.com -- 4 Ways to Compete With the Big Guys Steamfeed -- One Page: The Short, Simple Way to Plan Your Agency's Future Linked2Leadership -- On Leadership, Workshops and Organizational Health Under 30 CEO -- Why Good Writing Matters and 4 Ways to Teach It to Your Team LinkedIn -- Marketers -- Take Digital Out of Your Vocabulary Washington [...]

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