In last week’s encore interview with Robin Boehler — we talked about the biz dev practices that she and the team at Mercer Island Group see when they’re sitting on the client’s side of the room. If you listened to that episode — you heard me say that if you implement the best practices Robin shared, you’re going to see the difference in your win rate.
And because I want you to be as prepared as possible as you step into 2019 — I invited Steve Boehler and Lindsay O’Neil, also from Mercer Island Group, to join me for this week’s episode. Think of this as a new biz one-two punch!
There is nobody more in the fray of seeing why agencies win, lose, or how the pitch process plays out than Steve, Lindsay, and their team. And nobody is more generous in sharing what they observe.
This episode will give you the inside look at how agencies present themselves (accidentally and on purpose) and the influence each nuance has on our prospects as they weigh one agency against the others.
We talked about the prep work agencies need to be doing so they’re ready to make a successful pitch. My guests dove into the details like researching a prospect, building out a business profile, preparing your PowerPoint so it stands out, some best practices around rehearsing, and even how your agency should ask for a client’s business at the end. Because making the “ask” really matters.
Steve and Lindsay also shared examples of case studies from agencies that won a pitch because their teams showcased the client as the hero in the work, as opposed to putting the spotlight on themselves.
Whether you’re pitching a new prospect — or you’re strategically merchandising the work you did for an existing client during the last year — the case study process we discuss is worth the listen alone!
I’m excited for you to listen to these two (this one and episode #163 with Robin) interviews because I know Robin, Steve, and Lindsay will help you put your best foot forward in 2019.
And if you found the episodes helpful – you can get even more by spending 2-4 days learning from Robin and Steve Boehler at AMI’s Win More Business workshops this January. Learn more here.