The biggest constraint to agency growth is the number of senior leaders that can qualify, develop and win a new business lead. Too often we see that the owner or CEO is critical to every pitch – limiting revenue potential and stifling team members from stepping up.
Some agencies have no defined sales methodology or consistency for approaching new business. While others keep trying the same old way of putting together presentations and are surprised that they’re not translating to wins.
So, what does it take to create a winning agency sales culture?
We’ve created a business development and pitch coaching offering to help with one or all of the following:
Create a sales culture by transforming participating and leading new business efforts from a chore, to an exciting career development opportunity
Help agencies understand and design new business best practices for consistency of results from leader-to- leader and pitch-to-pitch
Enhance the skill level of individual second tier leaders
Differentiate the agency through creative packaging of proposals and prospect engagement
Position the agency for greater growth by removing all of that burden from the owner’s shoulders
Prosper Group’s highly effective business development training program is tailored to the unique dynamics of each our marketing communications agency clients – empowering the broader agency team and energizing the whole process and approach to new biz.
Our comprehensive approach includes analysis and training in the following areas:
What should occur before receipt of an RFP?
Qualification of leads
Staffing and resources for the proposal
Best practices for development of insights
Development of the story and related deck
Rehearsal and pitch prep
Pre-and-post pitch salesmanship
The course is led by senior industry figure Rum Ekhtiar who has held senior development roles in international networks such as MSL, Porter Novelli and Ruder Finn. His proven methodology has translated into multimillion dollar assignments and has transformed teams into highly effective new business leaders.