The Process

Best Practices

It’s been my experience that too often the new business person is not a sales person by training but a marketing or PR person or someone with bottom line responsibilities. As a result, business development, particularly the “hunting” and expanding of contacts, becomes a secondary activity, at best.

AtW Process

We interview your key stakeholders and hear first hand what they believe is your agency’s strengths, differentiators from competitors and the kinds of brands they want to work with.

We evaluate your current messaging, marketing assets and tools and then promptly follow up with recommendations that will seek to better identify future revenue streams. And then we help you go get them.

Targeting your prospects

A sales campaign begins with a list of targeted prospects (either from your own files, my own leads or a list developed by utilizing my network of vendor services).

Engaging with an authentic voice

We ensure that the first impression the target has of your company is everything you want it to be and more.

Developing messaging that best describes what’s unique, creative and worth considering by the key decision makers at the brands you want to meet.

Breaking the ice

After our start-up period and we’ve agreed on messaging and a list of prospects is in place, we email the targeted prospects with a brief introduction describing your company’s services and including an example of relevant work.

Building relationships and awareness of your work

Staying in front of targets, nurturing the relationship and building the narrative by providing useful information about the agency.

Paving the way and saving time

Assessing and advancing an opportunity, without wasting your time, I can discuss monetary specifics and ROI with potential clients. We are adept at holding preliminary discussions regarding quantification, financials, and strategic points of pain.

Nurturing existing opportunities as we create new possibilities

We provide detailed pipeline reports with what is hot, warm, cold, etc This is also the time during which you can discuss with us how your meetings went, which ones you closed, and or any new developments or successes in the industry.

Measuring Success

We have a proven record in accelerating the sales process by creating a steady stream of high level, new business meetings with senior executives at prospect companies within targeted markets.