“Well…we kinda all bring in new biz leads.” A statement I’ve heard so many times. And it’s OK. That approach can work for a while. But it usually means there isn’t a defined approach to business development, and that leads come in more happenstance. This approach can also lead to lots of single, one-off projects, and it’s tough to have confidence in any leading indicators in that situation. I can help you either be a fractional Chief Growth Officer, hire a BD leader, or help guide the existing BD leader to develop a BD process that will achieve and surpass.

You have a great team. They are energetic, they care about being successful and they make some sales. And they are part of the cultural fabric of the company. But. And there’s always a “but.” They aren’t as good as they could be. Maybe they are chasing the wrong types of clients. Perhaps they need some better processes. Perhaps they are trying to sell when they should be investing in critical relationships. Perhaps they are trying to hit the six-run homerun when they should be focused on helping the client hit the three-run homerun. Together we will identify what each business developer needs in order to grow, including things like role playing, the art of asking for referrals, identifying the right target pursuits, managing a sales funnel, inspiring vs selling, delivering compelling pitches and the method for long-term relationship building.

TBD

It’s not enough to be the best agency in the pitch. It’s also not enough to just have a relationship with the client. Decision-making in B2B vendor/agency/firm/consultant selection is complicated. It typically includes 10+ stakeholders and is almost always determined by what agency they want to choose - which means it’s emotional. And will be justified by logic. I’ve developed a proven process and structure for big new business pitches that not only inspires the client to choose you, but supplies them with the logic and substance to justify why. My superpower is galvanizing teams to embrace this vision and to execute in all ways big and small. And most of the time, the small things are what creates the win.

Your best asset will always be your people. Regardless of what you sell, or what your ROI for clients is, or what your proprietary methodology might be, it will always come down to the client making an emotional decision and justifying it with logic. So, you might as well be prepared with the best logical arguments you can arm them with. From blog content to presentation development to leave-behinds, all things serve a purpose and need to be used in specific situations.