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 [...]
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 have a [...]
Continue reading about Top Tips for biz dev in a Recession Part 3 – Making your offer compelling
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 [...]
Continue reading about Interview with Gill Hunt of Skillfair
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. [...]
Continue reading about Writing Proposals – avoiding common pitfalls
