The Growth Consultancy Perspectives

Ideas and viewpoints for ambitious agency leaders.

New Business

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What is Trust and Why is it So Important in New Business?

New business development has changed tremendously over the last decade. Decision makers have more information at their disposal than ever before. It is no longer the job of the sales person to act as the main source of information.

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Mastering the 4 Fundamentals of Trust.

Trust is the cornerstone of any relationship. The breakdown of which can spell the end of friendships, marriages and business partnerships.

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A Little More Conversation (A Little Less Presenting).

The art of conversational presenting. See new business meetings as conversations. Listen, react and avoid being overly reliant on presentations.

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Sensing the Sale. Tune in your senses to better understand your clients and win more often.

Explore how sight, hearing, body language and intuition can help you win new business. Tuning into these senses will improve your ability to understand your client and their business challenges. The result: deeper relationships and more satisfied clients.

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The Content Conundrum: Unpacking the role of content in agency new business strategy.

Delve into the considerations and options for agencies wanting to incorporate content into their new business strategy.

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Understanding Your Customers: Do you really know who they are and what they want?

Overly focusing on your competitors can be a distraction. Your customers are the only people who truly matter. 

Deeper knowledge of your audience means better products, more compelling value propositions and content people want to engage with.

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7 Damaging Mistakes When Developing Agency Value Propositions and How to Avoid Them.

A compelling value proposition has always been of central importance to the success of an agency. Explore the most common mistakes made in value proposition development and learn how to avoid them.

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An Analysis of The Drum's Top 100 Independent Agencies 2018.

There’s no denying the agency marketplace is crowded. True differentiation can be a challenge and inevitably, the way in which agencies end up describing their services can lack variety.

But how do the top 100 independent agencies in the UK measure up?

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How Agencies Can Break the Cycle of Groundhog Day.

For too long agencies have been in their own version of Groundhog Day. Stuck in a rut of outmoded new business practices: doing the same thing simply because that’s always what’s been done.

It’s time for change.

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The Social CEO: Are Agency Leaders Missing an Opportunity?

CEOs in every industry are using social media to raise the profile of their businesses, help communicate with customers and build trust.

Should agency leaders join the conversation?

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Case Study: How to Differentiate in a Noisy Marketplace.

The term artificial intelligence (AI) is becoming commonplace in marketing circles. It's a buzzword thrown around willy-nilly.

What if your business had something truly groundbreaking to shout about?

Is it possible to distance yourself from the noise?

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The Overly Comfortable Client Relationship: Warning Sign of a Wider Issue?

All relationships require work to be successful and long-lasting. It’s the same for those between agencies and their clients.

However, if the relationship becomes too comfortable, it could be a symptom of a wider, more worrying issue.

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David vs. Goliath: A Rallying Cry for Independent Agencies.

There are things the big networks and consulting firms are good at but there are other areas where they are less competent.

For independent agencies, these weaknesses present opportunities. Chances to differentiate and reaffirm their value, which, if anything, is more in demand than ever.