Agencies that have thriving, highly functional new business operations share some common characteristics. Despite what you might expect, they don’t involve hard-core sales tactics or esoteric techniques. In fact, they’re based on straightforward practices that any agency can master.
In this course, you’ll discover what those common characteristics are, why they lead to winning high-quality business, and how you can cultivate those qualities within your own agency.
What Will You Learn
The formula for a good “elevator pitch” and why it’s the one marketing tool you can’t do without
A framework for determining how much you can afford to investment in pitching
Why storytelling is an agency’s secret sales weapon – and what you need to do to master it
How to leverage the strengths of your team to build a strong business development practice, no matter the size of your agency
How to choose the right tactics you can sustain over time to meet your goals
Who Should Attend
About the Thought Leader
Your instructor is agency new business expert Jody Sutter. She’s the owner of The Sutter Company (www.thesuttercompany.com), a consultancy that provides new business guidance, coaching and training to leadership at small agencies.She helps her clients identify and activate their natural talents for sales and marketing through programs that are easy to embrace because they take both the agency's strengths and available resources into consideration. She started The Sutter Company after more than two decades of running business development teams for agencies, large and small and spanning a diverse list of disciplines. They’ve included R/GA, OMD, Havas Media and The VIA Agency.Jody speaks at leading industry events around the world such as HubSpot’s INBOUND, the ICA’s Agency Transformation Summit and The Drum’s Pitch Perfect new business conference in London.Her new book, A Small Agency’s Guide to Winning New Business: 8 Steps to Winning More of the Right Kinds of Clients, is now available on Amazon.com.