Should you be pausing new business?

My business partner Katie and I were recently invited onto The Fuel Podcast hosted by Keith Smith to discuss whether or not creative agencies should be pausing their new business activity in a crisis and what the new normal of sales looks like.

You can have a listen here.

The upshot is, that new business has always been a long-term process, it's not something that happens overnight so pausing would have a real detrimental effect on your future pipeline. However, any outbound...

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Some tips on running virtual pitches

Even as offices are beginning to open up and people are returning slowly back to their desks, we’re hearing that virtual pitches may be here to stay. Especially for those bigger global pitches - it’s just so much easier (& cheaper) to gather virtually rather than fly in from different countries to pitch. 

There are challenges though in pitching to people virtually, especially if you’ve never physically met. Building that essential human connection is the hardest...

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How should agencies manage new business right now?

We all recogonise that COVID-19 represents a humanitarian challenge that is unprecedented in recent times. In the UK we are 6 weeks in lockdown, although it feels like a lifetime but none of us have ever worked through anything quite like this. What we do know is that new business is always a long-term process and so agencies need to work out what seeds they can plant now that will have impact in the future? In this blog post, we are going to cover 6 key areas relating to agency new...

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Helping others during a time of need

If anything good is to come out of this very strange period, it’s that we are seeing some incredible initiatives emerge where people in our creative industry are offering support and help to others in need. Brands, organisations, and SMEs still need creative or strategic input, they still need work to be done, they still need to run campaigns but most, like our industry are struggling with cash right now. I thought I’d write a round-up blog post highlighting some of the incredible...

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The biggest challenges for PR agencies in 2019


The biggest challenge for agencies and marketers in 2019 is the uncertainty and unpredictability Brexit presents. PR (& marketing) is often the first budget to be cut when companies are not performing well. Bellweather reported recently that marketing budgets are stagnant after 6 years of growth. The unpredictability of Brexit will mean that it’s even harder to rely on new business pipelines - agencies just won’t know when projects are likely to get signed off and many...

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How to Write Better Case Studies

When marketing and brand directors are looking for information on an agency, most of the time they want to see real-life examples of how you have solved businesses challenges, business challenges similar to theirs. It’s best practice to have a bank of case studies for each client project that you can then pick and choose from when you have pitches or need to send information to a prospect.

As soon as a client project is finished you should have a process in place whereby assets are...

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The Future of the Agency Model - time for a new breed?

I was at The Agency Summit last Friday held at The Ned and run by Ian Harris of Agency Hackers. For anyone who runs an agency, this is definitely the must attend event. It’s the second year running I’ve been to the event and I’m always blown away by the mix of speakers and interesting content.

There was a lot of chat this year about the future of agencies. The industry has become more commoditised, companies are consolidating their agencies, it’s a tough marketplace to...

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Hosting Events to Win More Business

Given that it’s now quite rare for marketing and brand directors to meet agencies just to hear more about them, hosting events where you take attendees through some valuable insight and give them an opportunity to network with and learn from peers is a great way to build the profile of your agency. They add credibility to your agency and it’s a chance to get your agency brand and name in front of more prospects. At Cherry, the new business consultancy I co-founded 14 years ago, we...

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The Death of the Deck?

Is an agency deck the best way to sell your agency culture, ideas and services? Is the old PowerPoint presentation still a “crutch” agencies need or would it be better to ditch the deck in favour of a more interactive, informal conversation?

Jeff Bezos famously banned PowerPoint at Amazon replacing it with a four-to-six page memo which they call a “narrative” a number of years ago and Jeff Weiner, CEO from LinkedIn put a stop to them too so why are agencies so slow to...

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7 Reasons Why Most New Business Campaigns Fail

Agencies can spend so much time, effort and money creating what they think is a new business campaign worthy of an Award, for it to then fall flat on its face with zero results. And by results I mean new clients in the door.

I’ve been really fortunate to have worked with a huge variety of agencies over the years from start-ups with very little money to spend through to big global agencies with big marketing teams and budgets. In this time, I’ve learnt a lot from what does work and...

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