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Elements of a Great Case Study

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Written by Stephen Boehler & Lindsay O’Neil Putting together an effective case study can seem like a daunting task. Instead of seeing it as a spotlight on your agency’s success, imagine it as template in which potential clients can start to see you as a possible partner to address their business issues. Imagine all the […]

Win It with Your Cover Letter

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Written proposals. If only prospective clients knew how much time and effort agencies put into these babies. The sad truth; they have no idea. In fact, and it pains me to share this, in our experience many clients don’t even read them all the way through. As someone who consults on the client side during […]

Qualifying Inbound Opportunities

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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

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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

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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

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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 […]

Preparing for Business Recovery: Ensuring Your Website Is Prospect Friendly

In the face of what only can be characterized as constant change, agencies everywhere are implementing their own contingency plans. One way to navigate this new landscape is to enhance your agency’s new business development readiness for the eventual economic recovery. A key aspect of that readiness is to ensure that your agency’s website is […]