It was a real pleasure to contribute to the DBA’s end of year ‘clear thinking for 2020’.
My contribution is…
If you are new to business development activity, it is better to plan to do ‘a little and often’, than have large ‘one-off’ campaigns. Remember marathons can’t be run from scratch. Start 2020 in a sustainable way, build up your skills and knowledge and your sales pipeline will grow.
Having worked with creative agencies of all sizes for over 20 years, we’ve become adept at spotting where existing new businesses processes could be improved. And one of the areas that often comes up in our discussions is ‘the follow-up’.
Relationships are important in our family and social lives; they are also just as key in agency new business. But what are the essential ingredients to creating long and sustained relationships with new clients?