Qualifying Inbound Opportunities
Hooray! You’ve received an invitation to pitch new business. The client came to you directly. That alone can feel like a win. Before you get ahead of yourself and let the excitement get the better of you, remember that smart agencies qualify all inbound opportunities before they say yes. Where to Begin With every invitation […]
The Prospect Business Profile: Better Questions, More Wins
Incoming! You’ve received an invitation from a prospective client. Whether it’s a request for a meeting, a proposal, a video conference chat or a formal pitch every invitation should start at the same place; it all begins with questions. Questions are a fundamental tool of business development. They keep you from diving right into “what […]
Biz Dev During a Pandemic
Right now, things are tough. The marketing services industry, and the world, has been hit hard by the various side-effects of this pandemic. Social distancing, feelings of isolation, financial implications, and, of course, the loss of life, all weigh on everyone. However, businesses need to continue to operate and your agency can’t afford to shelve […]
Love the One You’re With
Business development is often looked at as the acquisition of new clients. However, the most important clients are the ones you already serve. Agencies should focus, now more than ever, on creating a relationship and experience that places their current clients as the highest priority. Current Clients Come First We can’t stress enough the importance […]
