It may be of interest to anyone who has to go and win new business for their agency. Here’s the detail.
These days winning a pitch is harder than ever – more agencies, longer ‘short’ lists, time delays. You need every advantage to ensure your pitch gets the best possible chance of succeeding.
One of the factors that may contribute to success is an awareness of the personalities on the client team – so that you can play your presentation to appeal to their comfort zones and core instincts. Your pitch can also be more effective if it appeals to the values at the heart of the client’s company and brand.
Come and hear respected Business Coach Mark McGuinness, in conversation with Rebecca Caroe, talking about the Enneagram system of personality types and core values – and how this can help your team win more pitches.
Breakfast on 22nd November will be at Piccolino, Heddon Street, London W1B 4BG Arrive from 7.45 and we’ll start promptly at 8 am and be finished by 9 with networking until 9.45.
Hosted by Rebecca Caroe, the event will be a conversation during which the issues of successful business development and personality typing will be discussed – followed by your questions. To register e-mail And we’ll send you all the info, plus Mark’s e-book An Introduction to the Enneagram to thank you for your interest.
If you can’t come but would like a free copy of Mark’s e-book please e-mail us and ask for a copy.
Please feel free to forward this invitation to any agency friends or colleagues who may be interested.
[the event invitation]
Mark McGuinness works with agencies to get the best out of their people. Mark is a poet and a business coach specialising in the creative industries. He is a qualified psychotherapist and holds an MA in Creative & Media Enterprises from the University of Warwick. His areas of expertise include creativity and managing and developing creative teams. He uses the Enneagram to help clients with a range business issues.
Mark’s coaching blog
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Lead Management.
What is it?
The process by which prospective customers are attracted to your product or service, make themselves known to you and from which you move them towards a purchase.
Vital. Consider it a chain of events that lead to a conclusion that in itself can become the start of a new chain. Sometimes called "closed-loop" marketing.
Write down the chain as it happens in your company.
Are there any breaks in the chain; anywhere that information can be ‘lost’, forgotten or drop down the cracks between one person and the next in the chain (technically called a hand-off).
I was talking to the Manager of a consulting firm who felt she couldn’t keep track of the pipeline and the current jobs the firm was handling. They use ACT! as their sales tool.
I made two suggestions
1 – keep a spreadsheet for two months of your prospects and clients fees and use the weekly team meeting to update it
[this is a near-manual work-round - but it should serve to keep a regular focus on prospects, invoicing and revenue streams. When they've used it for a couple of months, I suggested creating a report from ACT! to subsitute and automate the process]
2 – tracking current client jobs. Write a single page template summary for each job. Keep them in a marked coloured folder on your desk, i.e. somewhere public, and hand-write updates on job stage, sub-contractors, payment terms, next action dates. Then each team member can access the file at any time and it’s readily at hand when you have a quick thought or something changes.
3 – Put a recurring diary note in to block out time each month to write your monthly report with a reminder to email the team 2 days earlier to send in their information for your report.
Oh, that was three suggestions…
I am out of the office now but will add the spreadsheet template later for anyone who wants to use it.