Whilst studying my MSc we had a class specifically dedicated to the LinkedIn platform, complete with a guest speaker, presentation and photographer. We were tediously taken through an hour-long presentation of a list of the do’s and don’ts which I’m sure I could have found through a quick google search … Read More

The most successful independent marketing agencies grow because they win initial projects with the right clients and are very adept at growing those clients once they’re on board. Over the last 15 years in new business for agencies we’ve worked with a lot of clients, the vast majority of them independent, … Read More

Picture John. He and his business partner started their company a few years ago now. One or two clients bankrolled the business during the first year. Their offer was really strong – it was new and fresh, client wins were backed by the owners’ personal promise, they were agile and … Read More

“Cold calling is dead.” Nonsense! Nobody likes getting calls, especially bad ones. And everybody sure as hell hates making them (well – we don’t), so people are innately distrustful of using cold calling to reach out to new clients. If you get someone who doesn’t know what they’re doing, it’s … Read More

If you’re a sales person or have had sales training then new business meetings probably don’t phase you, but if you’re new to sales then first meetings can be scary. Confidence is one of the biggest factors in how you will perform in a new business meeting. Walk in believing … Read More

Pipeline filling Make sure instead that you are constantly filling your pipeline. Going a step further, I would say that you need to get out and meet as many people as possible who could be potential clients, regardless of where they are in their buying cycle. The reason for this … Read More

What is the value in having a blog? Does anyone read it? Do you ever win any new business through it? We think it does a lot: Gives you a voice Gives the agency a personality Helps position you in the marketplace Educates staff and help with internal communications Provides … Read More

  Should you call the client after a pitch but before they say yes or no? I’ve talked about this with a few people lately and I’ve had varying views on it. Some have said it’s too pushy where others have been all for it. I don’t mean calling to … Read More

Most people nowadays are familiar with the concept of personas. Marketing Director Debs, Brand Manager Brian, HR Manager Meg, HR Director Donald, and so on. Digital & content creation agencies borrowed the concept from software development years ago and they’ve been using them ever since to humanise their website visitors … Read More