White paper from InHouse Network

Nicky O'Malley from recruiter InHouse has sent me their white paper about brands rationalising agency relationships . 

• She thinks that an internal "business development culture" is important
• She advocates building closer relationships with existing clients so they don't re-pitch their account
• Senior teams in agencies do not generally have a new business background 
• Business development bonuses are mainly given to the biz dev team not the whole agency
• Agencies regularly pitch for new business without having a clear process for delivering success

My view is that the opportunity exists to train all client facing teams in the basics of business development.  Few people have ever been taught the principles of business developent.  They are not complex, but stringing them all together is the key to delivering competent and consistent new business successes.

[Pitch: I run training for senior teams and client-facing staff]

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Tags: business development