Agencies love their friends, their Rolodex’s (yes, we still use this word) and claim that they win more business from referrals than any other new business method. 3 reasons why:
- Friends are friends and friends have friends.
- Friends should recommend you.
- Current and past clients should recommend you. See “The One Number You Should Grow” from the Harvard Business Review.
But, there is a point when you run out of friends with friends and then its time to actually do some real business development. That’s why Rebecca Armstrong, Principal and Managing Director at NORTH; Ryan Buchannan, CEO eRoi and Peter Levitan, CEO Peter Levitan & Co. — oh, that’s me are speaking on how to grow your friends, contacts and prospect lists.
It is: An Advertising Agency Business Development Seminar – “New Business Is More Than A Big Rolodex”
Date: November 21.
Place: Portland, Oregon
Info from The Portland Advertising Federation (yes, new website coming soon….)
Need some language:
The more prospective clients you get to know, the more new business you will win. It’s that simple. Or, is it? New business is a presentation and hands-on workshop designed to help advertising agency management and employees create enlightened new business programs that will get more meetings and build relationships with the right prospects.We will work together to examine and discuss a range of business development techniques used by successful agencies. We’ll explore list building and how to create and deliver compelling client insights that will grab the attention of the client-side decision makers you want to meet with – well before they put out that RFP. This seminar is for all agency employees because new business should be an agency-wide goal.