Business development can feel like an emotional rollercoaster: Closing a deal is exhilarating… and losing one is crushing. But the worst is when a “great” prospect suddenly says they’re not interested any more… or they disappear entirely....
Running your own lead-gen events can be a great way to find new clients… but if you get it wrong, your hard work might be for nothing. Sound familiar? I feel your pain; I’ve helped organize 250+ events since 2012, on both a paid and volunteer basis. Want a...
During a strategy consulting kickoff call, a client asked if I could do some additional financial analysis. I said I was glad to add it—but since it wasn’t part of the original scope, would they like an estimate on the new work? The agency owner turned to his...
A digital agency CEO told me their sole salesperson wasn’t hitting his quota. They’d hired him 18 months earlier, to help double the agency’s revenue. I asked how long he’d been missing his quota. They sheepishly replied, “The whole time.” The whole time! Not...
If you’re like most agency leaders, you want to land new clients. But have you thought about why you want that new business? The answer is simple, yet powerful. New revenue helps your agency 1) grow revenue, 2) replace current clients, or 3) both. Which of those...
