What do we do, help, I’m lost
It can happen, and it does. This from my LinkedIn feed, a question from a connection: what do we do – or what do you think we do. And the only reference point is the name of the company.
#business development
#business development, on winning without pitching
To pitch, or not to pitch, that is the question (and here is the answer)
An agency can win without pitching. And within the talk below, this there is an admittance that not all agency management can’t get this approach.
#business development, do this before pitching
Exercise your voice before you pitch
A while ago, well at the end of 2011, I wrote a #typed note about an app I found to help you prepare for pitching by ensuring your voice intonation (pitch) and speed (be it slow or fast) so these could be monitored as part of your own voice training. The app, from Vocalytics co-founder Benoit Curdy, is now defunct.
Speech-language pathologist and University of Pittsburgh professor Jackie Gartner-Schmidt now explains that ensuring your voice isn’t thin and shaky voice is key as you come to present and to avoid this, suggests doing this easy exercise (which she calls one of her favourites)..
#business development, timely reminder via LinkedIn stream
This is frightening.
When is the last time you tested each and every contact form on your website – and all your company websites?
#business development, time for agency model change, and now
Financial headlines are not good.
The headlines with WPP quarterly like-for-like net sales growth falling, causing the sector including Interpublic and Omnicom to fall also, indicates as commentators are noting, that the advertising sector is not growing.
#business development, does agency size matter?
There one polarising topic I hear amongst in conversations both with Clients and Agencies – and that is agency size.
Small agencies vs big agencies.
Networks vs independents.
Which is best? Best creativity, best account management, best awards (now, seemingly, relegated to the good old days) and which for future-proof performance, stability and longevity?
#business development, creating values, a vision and a mission
Creating values, a vision and a mission
I’m an advocate of writing down the values, vision and mission for a business – be it a startup, agency or professional services firm.
Teams morph and merge, contracting and expanding over time. The business can be significantly different from the time it launched – and this can be good or bad.
#business development, is it an art or a science?
Business Development
One of the performance objectives of an agency is achieving growth and new business targets – or more accurately, over-achieving them.
So is new business an art or science?
I know that management board and investors demand reliable, consistent and predictable new business – without left-field hits or surprises, and look to have the team in place that is fully in control of delivering against targets month in and month out.
#business development, getting the most from the client/agency relationship
Agencies should be looking at how to get the most from their client relationships. Why? Clients are already doing this.
#business development, agency of the future is not an agency
The strategist Matt Kendall has written about his view of the agency of the future. And it’s not an agency, he argues.
#business development, pitch perfect and the elevator pitch
Pitch Perfect and the Elevator Pitch
I’ve never bought into the elevator pitch.
We don’t have elevators in the UK, we’ve got lifts. And we stare at our Starbucks coffee or the ground – lest we make accidental eye contact. And, most importantly, if you’ve got just a minute talk, then I’ll talk about the weather and leave matters of state be discussed in a more appropriate fashion.
#business development, rules for upping your presentation skills
Rules for upping your presentation skills
Presenting skills come naturally or not, to presenters. Some relish the opportunity – as I do – and these are ten tips to up your game.
#business development, nurturing your black book network
Nurturing your black book network
Years ago, I became aware of an individual – a mid-level executive – who joined or was recruited (dependent on your angle) because of their Black Book contacts. Somehow, someone believed them. The situation that resulted is somewhat obvious. It all fell apart and turned nasty. And for everyone involved.
#business development, bright future for agencies, just not as we know them today
Bright future for agencies, just not as we know them today
I’m always interesting in (and share relevant) articles on the nature and make-up of the agency of the future. Cited in this article is what marketers seek from agencies and in summary:
#business development, half of brands increase marketing spend, challenge of ROI measurement
Half of brands increase marketing spend, challenge of ROI measurement
A new research report out is showing that “52% of companies worldwide will increase marketing spend this year, an 11% drop from last year’s high”. 52% of companies globally will increase overall marketing spend this year, compared to 63% last year.
#business development, the Ad Agency of the future is coming
The Ad Agency of the future is coming, are you ready?
The ad agency of the future must “[meet] clients’ needs [which] have changed. They must manage marketing across devices and serve customized ads to specific audiences based on real-time analysis of constantly changing data. That data must inform creative, CRM and media buying strategies tied to new commerce and brand experiences. At the nexus of this confusing and continually evolving mashup of business operations and marketing are clients, who need a partner”
#business development, expanding your LinkedIn influence
Expanding your LinkedIn influence
I’m an advocate of LinkedIn – it is the business network of choice. Expanding your network sometimes requires hints.
#business development, managing your people, not the funnel
Stop managing your pipeline and start managing your people
Andrew Adams talks about “… most companies spend[ing] too much time, money and energy on measuring and managing the pipeline rather than managing and improving the quality of leads that go into – and ultimately come out of – the pipeline” – a really valid point.
Having also making the point that “… the pipeline is a vital part of the sales process, it is also where the most fundamental mistake is made” it is always interesting to understand where a business places focus.
#business development, 7 dimensions of pitching
The seven dimensions of pitching – which ones do you recognise?
The 7 dimensions of pitching identifies:
- The Consultant
- The Persuader
- The Adapter
- The Stonewall
- The Educator
- The Partner
- The Columbo
#business development, the ‘as a service’ model explained
From owning your car to using a taxi, the ‘As a Service’ model
If the ‘As a Service’ model was a motor vehicle, from owned to a taxi, this explains the owner/user relationship.
#business development, 5 reasons client/agency relationships break down
Five Reasons Your Client-Agency Communications (and Relationship) Are Breaking Down
A Marketingprofs article on why client/agency relationships and communications breaks down lists five reasons:
- There’s little trust
- There’s no unity
- No one is on the same page
- Discussions about money get fuzzy
- Everyone wants smooth sailing
#business development, 6 communication blunders to avoid
6 communication blunders to avoid
If there are 6 communication blunders to avoid, this lists them in an article I read.
The full #typed note is here . . .
#Business development, how important is empathy?
Is empathy an important quality for a Business Development practitioner?
Scott Brothers of Oncam sees empathy as a vital trait. And he uses it within the context his business on a daily basis.
#business development, prospecting using cold emails
Prospecting using cold emails
If the new business food chain is composed of cold email, no response, follow-up email, no response, failed cold call then what are some tactics that can interrupt this?
Some initial considerations:
Who can we find through research that is likely be best candidate for a decision maker?
Whomever, they will be receiving up to 100 cold email per day so they won’t be likely respond
We can’t track if they read the email
The follow-up is then another email or a cold call
#business development, marketing agency gross margins 2016
Marketing Agency Gross Margins 2016
Agency performance and benchmarking is a fundamental element of governance – assessing how the business is operating against industry norms.
#business development, managing the inbound process
Managing the inbound process
An article describes how an attempt to talk to three agencies, in preparation for a possible brief, failed to get a response.
#business development, what does digital mean to you?
What does digital mean to you?
What does digital mean to you? I ask because the Karel Dörner and David Edelman of McKinsey article cites “… technology [or] … digital is a new way of engaging with customers [or] … it represents an entirely new way of doing business”
Both go on to say these definitions aren’t necessarily incorrect, however incomplete.
#business development, managing agency criticism
Managing agency criticism
I’m going to refrain from listing out examples of where an agency has experienced negative comments on social media – through its’ client work, the client product or because of being guilty by association.
And the focus excludes the agencies culpability.
#business development, normal is boring, BBH London
#business development, are you pitching for free?
Are you pitching for free? Still?
The client/agency relationship is changing. And the new agency financial model mean – no – requires agencies to validate an opportunity to pitch.
The days of doing this free are over for the smart players.