Tag Archives: new business development

The Reluctant Consultant

I love the phrase ‘The Reluctant Consultant.’ Let me explain what it means to me. To begin with we need to look at the word ‘Consultant’ – what’s one of them? It seems like everyone is a Consultant of some … Continue reading

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Do ‘they’ even need new business people?

Death of the salesman? It is amazing the amount of things you can buy today without meeting a sales rep / new business person. I bought conveyancing online and it was great and it was dead cheap.  I bought it … Continue reading

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Column Thinking v BANTs

Column Thinking – is a lead qualifying tool. A way of thinking really, to determine whether you are likely to win a piece of new business or not.   You’re attempting to imagine what the buyer is most likely doing behind … Continue reading

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You need an edge in new business.

This is a response to an article I recently read in PR Week – see here My point is you’ll never understand selling unless you understand buying.  How people buy (creative  services) is where you should take the majority of … Continue reading

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The 9 most populars arguments for setting KPIs deconstructed

This is an updated blog post from June 2013.  I love it so much for its clarity. I thought it well worth an update for 2015. I actually have a really fond memory of meeting an MD in 2013 and … Continue reading

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Agencies stuck being dysfunctional with new business and pitching

To Pitch or Not to Pitch  published in The Drum – misses a key piece of evidence on whether an agency should pitch or not. Maybe your own evidence will confirm this.  Of course what an agency is (should be) really deciding … Continue reading

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You don’t like it, tough, go to another universe.

  Have you ever had a well planned out idea?  One where you feel organised and in charge from the very beginning? Well, here’s mine.  I recently bought Bob Hoffman’s book ‘Marketers are from Mars Consumers are from New Jersey‘. Buy … Continue reading

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The Wason Task and new business

Psychologists or Behavioural Economists as they now like to be called have used a logic task called the Wason Selection Task as a measure of people’s reasoning powers. It is one of those pesky little tests that ‘they’ use to prove we are not … Continue reading

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How expensive is lead generation? Stop beavering around.

I recently met up with an agency head.  We’d met before, when he was looking for help with lead generation. Alas we didn’t win his business then.  All water under the bridge. However, he did tell me what had happened … Continue reading

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Clients need agencies with happy ears.

Somewhere there is a meeting going on. Shut the front door, no way!  In a boardroom. Wow you’re so on it today Jim. What I am trying to say is that there is a meeting going on for sure,  but … Continue reading

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