Be Your Client’s Strategic Support
There are any number of reasons why a client-agency relationship can go sour, but one we hear a lot goes something like this: “We aren’t getting any strategic thinking from our agency.” It’s the result of an oft-seen pattern: the agency and client get into a routine, churn out the work, and end up without […]
Commit to the Pitch Process
Written by Barry O’Neil and Lindsay O’Neil If you’re going to commit your agency’s time and resources to a pitch process, we say go “all in” and don’t wait for the final presentation to show your cards. There’s simply no reason to participate if you can’t commit 100% to showing your agency off in the […]
The Best Case Study I’ve Ever Seen
I’m going to caveat this whole post by saying “the best case study I’ve ever seen” only came about because of a confluence of lucky chances, including: a prospective client who specifically requested the presentation of case studies as part of the pitch process, an agency who happened to have some impressive cases that felt […]
Boldly Go: The Agency Pitch Through the Lens of Star Trek
Bear with me. Many agencies who’ve just won a pitch ask, “Why us?” Answers vary in the specifics, but it’s always a combination of the solution, the expertise to back it up, and chemistry, which includes both passion for the opportunity and “something new,” which I will and won’t define by the end of this […]
How to Win Your Next Client
From Build a Better Agency. With guest Steve Boehler. Mercer Island Group helps agencies better position themselves and sell more effectively by better bonding with prospects around the prospects’ needs. Listen
How to Be a Great Chief Marketing Officer
From “On Top of PR” with Jason Mudd. With guest Steve Boehler. Steve discusses what the CMO job consists of and what characteristics make a great CMO. Listen
How to Talk to Prospects to Win Their Business
From Build a Better Agency. With guest Robin Boehler. Robin loves making matches between agencies and clients. She thinks of the review process as a form of dating and loves helping agencies put their best feet forward. Listen
Before You Pitch, Pick the Right Team
Prospects hate bait and switch, where an agency sends a pitch team full of senior, experienced and talented presenters who, after winning a piece of business, are never seen again. Several years ago we saw “the largest media agency in the country” send the same pitch team to three different clients in six months. The […]
Bringing Your Case Studies to Life: The 5 Sections
Written by Barry O’Neil and Lindsay O’Neil Case studies can be among the most important pieces of any written submission to an RFI/RFP. At MIG, we always ask for case studies in written RFI responses, and collectively they carry the highest point total in our grading. We’ve seen our fair share of case studies over […]
The Right Case Study Style for Every Situation
We are often asked, “How long should a case study be?” Our answer: it depends. The important thing is that you tell the right story for the situation. (Speaking of which, are you looking for guidance on how to write effective case studies? We wrote about that in our 5 elements of great case studies post.) Four […]