The agency business is evolving on what seems like a daily basis. The competitive landscape is no longer other agencies, it is data and tech companies, consulting firms, production houses, PR firms, talent agencies and more.
Marketers are also hiring creative agencies more often for project work rather than agency of record relationships. This is placing an undue strain on creative agencies and makes it very difficult to maintain talent and stability.
From a business development standpoint, many agencies today rely on inbound leads for new business growth. Some agencies who invest in building their awareness and have a strong track record with clients are enjoying a high level of in-bound activity. However, for most agencies, it is difficult to survive on in-bound activity alone.
This is where we can help. Zach has personally managed outbound business development programs throughout his entire career. This includes a highly disciplined proactive approach to generating leads.
Zach’s services start with conducting workshops to understand how an agency positions themselves and handles their current business development activities. With those insights, Zach and his team develop a prospecting outreach plan. This plan details the many ways to uncover leads from both Zach’s vast contact base as well as cold outreach. Because it’s a number’s game, one must have a steady flow of outreach communication across a variety of channels.
The tactics developed for an agency can then be managed on an on-going basis or can be turned over to the agency new business team, if one exists. Zach and his team can also play a supporting role in all outbound efforts.