Rob Lane my colleague recently wrote a first draft of a new proposal for a client brand and I was delighted that he chose to insert a new section header, “Your responsibilities”. Imagine an agency telling a prospective client – not one we’re working with already – that they had to actively participate in delivering [...]
Three case studies on how you can improve your pitch to your contact’s boss – work, collaborate and learn together. Brian Carroll wrote a super blog post about this subject and came out with solid suggestions about how to get executive support for your proposal or project. Working with larger organisations means that budgetary control is not [...]
We posted a small freelance job online recently and I spent a couple of hours reviewing the submissions. The job was too small for lead scoring and sophisticated analysis. I used three criteria price location (time zone to align with our client) did they answer the RFP questions Easy. How did I choose you? So [...]
Sometimes it’s nice to be on the receiving end of some in-bound agency marketing. There’s a nice branding agency we have been following based in Birmingham, UK. They sent us a little slide deck. It had some background slides about the company and some case studies of client work. All very nicely presented. BUT There [...]
A guest post by Jason Falls The RFP must die. Or at least the way the process has evolved in today’s marketing world should. On the surface, it seems innocuous. A company or organization issues an request for proposal (sometimes masked as a ‘request for quote’) to several agencies, consultants for firms. They sometimes include [...]
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 [...]
The offer. What a bundle of aspiration-clashed-with-reality is contained in that one phrase. But making a clear and attractive offer is even more important now that you have less time and more to achieve. As before, I'm using my own recent work as an example for this post. When I approach a new organisation, I [...]
I have been “lurking” on Skillfair for a year or so now. It’s a website that matches small businesses and freelance consultants to projects. [Backstory: I first found Skillfair.com about a year ago because they advertised a job creating a micro-site for the River and Rowing Museum. And my sport is rowing, so I picked [...]
Every advisory business has to write proposals at some point in order to persuade clients to buy from them. Proposal writing is both an art and a science. It’s easy to follow a simple formula for the headings, sub headings and how the argument to persuade the prospect to buy from you. But this is [...]
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