The Hand is a great team of biz dev specialists who come and work inside your company to help you out.
I took the title of this post from their most recent newsletter and I think that it's a very telling insight.
Rather like when you were dating you found that when you wanted a boy/girlfriend they were hard to find but when you had one, others were queueing up to go out with you… making a difference involves
It is about sharing what you've learned through examining their
competitive marketplace with your prospective clients so that they
understand the value you bring.
And I agree with this – when you know your subject area well, you can frequently jump straight to 'the' answer quickly and apparently effortlessly. That is thanks to your investment in years of work, research, training and making mistakes to learn what works and what doesn't for different industries and budgets and companies.
When you have your positioning right and the work that you do is really making a difference, then you'll find reputation grows, referrals come in and it's far easier to grow your agency.
Well done Catherine and the team for articulating this.
Related posts:
- B2B and the complex sale……evolution or revolution?
- QUick Books owner, Intuit spotted for sale?
- Top Tips for biz dev in a Recession Part 3 – Making your offer compelling
