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There were some big moves this year, in terms of accounts. Why do you feel you were unsuccessful? Not enough opportunity? Poor pitch performance?
My team and I go through a year-end boot camp every year and we review every pitch and talk pros and cons. Then we create a development list for the things we can be proactive about going into the next year.
Pitches will almost always come down to how good the work is ... so, was the work good?
If you’re in a smaller place, your prospecting list is gonna be the thing that gets you opportunity. Along with networking, obviously. Sorry I don’t have any stronger help for you. I’m on the National/international level where the infrastructure is actually set up for more inbound leads than prospecting
Thanks for the feedback! My situation is a little different. Mostly regional work. The problem for us isn’t not winning pitches it’s not getting enough opportunities to pitch. I’m trying to build a pipeline and we just didn’t have many opportunities. The lack of success was really not getting the opportunity to pitch or finding clients that are open to change or need agency service. I feel like we have a good list and are working it with both interruptive and softer marketing efforts. But we aren’t getting the opportunity to pitch nearly enough. Our work is ok. Not ground breaking. Partly due to the client mix we have. This is very different than the national scope that a lot in the bowl are dealing with. At least I think it is. I’m hoping that the traction we are building might come to fruition in year two. Good idea on the year end review! We have had some success for sure but it isn’t enough.
You also should look at your mix of partners/friends - it's better to work together than go it alone. Some of the Martech partners for example have deep deep marketing and sales organizations (I lead biz Dev for global digital so those are important for us) - but for regional find complementary agency partners to align with.
Relationships (If I could write a book it would be RoR or Return on Relationships), Network, Partners and Clients (existing, old, past losses, etc are all good).
Expand on your USP and focus focus focus on why you
And yes it does come down to the work :)
I should also say I feel like we pitch well. The ones we have done we have a fairly high win percentage. So that’s good. But we aren’t pitching enough.
Thanks for the input! Greatly appreciated.
I’m having a similar challenge, not enough opportunities to pitch. Have been networking like crazy, but are there any other things to try? Any good lead gen ideas or agencies to try? My agency is small, though big enough that it’s full service across all disciplines so partner agency is likely not viable.