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New Business Content

Webinars and thought leadership

Our mission is to profoundly change business development. Below you’ll find links to original industry thought leadership content, articles, blog posts by Todd Knutson, CEO of The List and more in an effort to enhance your new business prospecting. As a part of our commitment to ongoing professional development and training, in addition to the webinar sessions that we create and run, we’ve partnered with Thought Legion to bring additional thinking and diversity to the learning opportunities available to you.

Productivity Tools for Agency New Business
Held: June 14, 2013
Following the Mirren New Business Conference break-out session, we had multiple requests to run a webinar on the topic presented; Productivity Tools for Agency New Business.
Dave Currie, CMO of The List presented aspects of this break-out session created in collaboration with Mark O’Brien of Newfangled, focusing on the role that your Website, CRM and Marketing Automation tools play in identifying new business, and growing your agency. See how to take the first steps in creating a best-in-class new business eco-system.

This webinar was designed specifically for agency new business people looking to boost their productivity and effectiveness in finding  their next client.
Download Presentation Materials here.
Managing Your Firm in a Downturn
Held: May 7, 2013
Presented by David Baker 
Recession highlights and magnifies the differences between firms that would not otherwise be apparent. Any downturn at all tends to hit firms harder who have incurred fixed financial obligations, who have recently faced high growth rates, or who have recently moved.
More info on this session can be found here
How Agencies Can Create a Results-Only Work Environment
Held: May 21, 2013
Presented by Jody Thompson 
Culture RX
The 1950’s work environment is colliding with the 21st Century. Everyone knows the workplace needs to change. Everywhere you look there’s another article about generations colliding, competing in global business markets, creating internal resiliency, adaptability and innovation engines, and surviving change. And the information is numbing. Where do you start? It’s time to move past the clutter and cut to the chase.
More info on this session can be found here
The Four Questions That Define Agency Positioning
Hedl: May 28, 2013
Presented by Tim Williams 
Ignition Consulting Group
Successful agencies do for themselves what they do for their clients: develop a distinctive brand.  But they are usually so eager to be “full-service” that they try to stand for everything. This insightful webinar shows how your firm can build on success by defining a clearer, more relevant and differentiating positioning.
More info on this session can be found here
Making Agile Work for Your Whole Agency
Held: June 4, 2013
Presented by Jack Skeels 
Agencies and their clients are increasingly looking for ways to speed and improve delivery of all marketing services.  Almost every agency is trying to apply “Agile” to their processes, yet few have been successful in extending it beyond the technology side of the house.  Interactive projects present the greatest challenge, typically under-funded with short timelines that mean those lucky enough to get the competitive “win” may end up losing in the end.
More info on this session can be found here
Client Disasters, Agency Meltdowns, and How to Fix Them
Held: June 11, 2013
Presented by Robert Solomon 
Solomon Strategic
Shit happens.  A schedule gets blown.  A budget melts down.  Copy goes awry.  There are a countless ways to screw up, each with the potential to undermine a client relationship, or worse, end it.
How do you address these challenges, given there are few sources you can turn to for guidance?   Opinions abound, but actionable answers are in short supply.
More info on this session can be found here
How Project Management Drives Agency Effectiveness
Held: June 18, 2013
Presented by Dave Po-Chedley 
Cambridge Consulting
Advertising campaigns have become increasingly more complex with the growth of digital projects where the work has become more technical, integrated, and sophisticated. Clients are continually looking for ways to cut costs and get more for less. And increasingly, clients are moving from retainer arrangements to fixed-price projects where the agency bears significant risk when unexpected problems arise.   Given these realities, how can you ensure that your company maintains its profitability while keeping your clients happy?
More info on this session can be found here
RFIs and RFPs that Punch Through and Convert
Live webinar: June 27, 2013 / 1:00 – 2:00 Eastern
Presented by Brent Hodgins 
Agencies invest a tremendous amount of time and effort responding effectively to RFIs and RFPs, which in actuality are key selling documents for your firm. And yet, clients still complain … the value isn’t coming through; agencies all look and sound the same; I can’t wrap my head around all this information they’ve included; they want how much?
With this as a backdrop, this insightful webinar looks at key principles that you can immediately apply to better structure, write and design RFIs and RFPs.
Register now
More info on this session can be found here
How to Discuss Value With Your Clients
Live webinar: July 9, 2013 / 1:00 – 2:00 Eastern
Presented by Ron Baker 
Led by one of the foremost leaders in the field, this webinar will demonstrate a superior business model to price for professional services: selling intellectual capital with pricing based on the results and value it creates, not the cost or time it took to deliver. Clients don’t buy time; they buy value. Agencies with a better understanding of value have an enormous competitive advantage in attracting both clients and top talent.
Register now
More info on this session can be found here

The agency new business landscape is constantly changing, and it’s becoming increasingly important to wisely invest time and resources in a strategic, proactive business development program that includes category expertise and insights, a targeted prospecting database, relevant content, and consistent marketing and outreach.

» Read more here

New business is the lifeblood of any organization yet few marketing services organizations consistently execute a holistic business development program. After more than two decades of agency lead generation research, we’ve curated seven of the most common methods agencies employ to win new business.

» Learn all seven here

As budgets are stretched thin, it’s especially critical to review the hours your sales and marketing team devotes to researching and appending new leads. Time is money as evidenced in this recent case study for a major media outlet.

» Read the case study here

Written in part by our Chief Marketing Officer, this article published in the New Business edition of PR Week examines challenges associated with business development in the PR industry. A must read for any agency discipline, this brief article outlines best practices when hunting new business. » Read the full article here

Check out these new business development blog posts from New Business Intel authored by Todd Knutson, CEO of The List.

White Papers & Webcasts

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