It’s the Holy Grail.   Phoning someone just at the point they are reviewing or may be considering a new agency or indeed using an agency for the first time. If someone tells you that they can accurately predict this, take it with a pinch of salt or at least question their methodology or criteria. … Read More

What is a good value proposition? Our role in new business development is to help our clients define just that. It doesn’t matter if you are a creative, digital, research or any kind of agency, competition for business is rife and any prospective buyer of your services needs to be able to quickly identify the … Read More

  I’ve already written this year about how the UK creative industry continues to grow in importance within the economy. Agencies are forming all the time and of course, the on-going digital revolution has given rise to a new industry/industries within the agency world. However, I have a great concern about the advice that some … Read More

  How do you target the mobilisers in B2B decision making? It used to be fairly straightforward. You’d find a senior decision maker, identify current activities, challenges and goals, construct a pitch around that and arrange a meeting. Follow that up with a proposal and business could be done. Over simplified, probably, but in fact, … Read More

New marketing tools in the wrong hands are just plain dangerous. This was the title of a post on the Secret marketer from Marketing Week back in July. It got me intrigued, as I am interested by new tools and methods of prospecting for new business. I should be as that is what we do. … Read More

Continuing our series of infographics, this one looks at 10 key statistics to consider when undertaking an agency new business campaign via the telephone.  

  As the new football season kicks off, like most years, the initial enthusiasm, excitement and aspirations of the league crown took 90 short minutes on Sunday to instantly wane. As with most recent years, success will be a top 4 finish and a cup run. It is probably a bit early to lose all … Read More

Content, content, content!! It seems 90% of all B2B lead generation or marketing articles are focused on content marketing. How to do it and how to make it effective, but in essence, most say the same thing. Create high quality, relevant content that is of value to your target audience. Obviously you need to know … Read More

As part of our Alchemis infographics series, this one demonstrates the very basics of the relationship between the  new business agency and its clients. Picture the scenario: You have budgeted for a significant amount of money and taken the bold step of handing over a core business activity to an outside company. However, generating new … Read More

This is an interesting infographic I came across from Software Advice recently, which looks at the best time to to engage B2B buyers based on analysis from six million unique visitors to their site. Their aim was to discover when B2B buyers perform research on the web, when they convert on a website and the … Read More