Improve Your New Business Batting Average. Understand How Chemistry Wins New Business.

A one-day on-site learning experience for agency management that shows agencies how to use prospect personality profiling to win more new business

The most important part of new business is chemistry. All the agency search consultants agree. In the end, it’s not the creative that wins or the smart planning or the cool interactive tactics. It’s chemistry that wins in the end.

That’s why it’s so important for your agency to learn how to use chemistry to win more new business. That means you need to learn how to profile prospects from the way they talk on the phone, the way they appear, what they wear, the way they communicate, and what they show as most important to them.

By knowing this, you know whether or not you need to focus on process, or results, or relationship, or inspiration. Or a combination of all of these. You also know how to bring this focus to light in the way you choose your new business tactics. For example, what to feature in your RFP. And in your presentation.

Learn it One-Day, On-Site

We teach the skills in a program called Chemistry Wins New Business one-day, on-site at your firm. The program, which should include anyone in the firm who comes in contact with prospects or works on new business, will be the most popular agency meeting your firm ever conducted. We promise that.

"Want to win more new business? Then get chemistry on your side." Bob Sanders President, Sanders Consulting Group

Course Objectives:

Learn how to win more new business by profiling prospects from the way they talk, act, dress and project themselves. Teach how agency chemistry is enhanced by choosing the right new-business tactics, such as what to feature, who to have in the room, what to discuss and how to stage key meetings and presentations. Improve the agency’s new-business performance by better understanding the prospect and how the final agency selection decision will be made, even if the prospect doesn’t provide this information. Protect agency new-business investments by identifying those new-business competitions where the agency is a long shot with little chance of winning and those opportunities where the agency has a strong advantage that needs to be enhanced. Learn how to use the four quadrants of Headline®, Body Copy®, Illustration® and Logo® to re-shape agency new-business procedures so agency new business efficiency increases and the agency adds top-line revenue. Reduce the time and wasted effort required to win new accounts because the agency better understands what agency skills are valued higher and what initiatives are not important.

Format:

Taught on-site at the agency in a one-day setting. Working on-site allows the learning to focus on specific examples from the agency’s own new-business performance history. A senior consultant from Sanders Consulting Group teaches Chemistry Wins New Business. The program is supported with a 90-page teaching manual that keeps the learning fresh for years.

Who Should Attend?

All members of the management team who come in contact with prospects during a new-business hunt should attend Chemistry Wins New Business. Managers in other related service areas that regularly present with the agency, such as PR or Interactive, should also attend so the entire team is in step on how to win at new business.

Deliverables:

• Better understanding of how prospects select agencies and why
• Increased revenue
• Less internal stress because the agency new-business team is aligned and energized
• Better presentations produced more efficiently as winning tactics are now clearly understood
• Fewer write-offs as agency understands what works and what doesn’t
• More fun and pride in the agency as new-business wins increase
• Greater industry buzz as the agency’s new-business skills are recognized

Payoff:

Chemistry Wins New Business provides an important new business lubricant that makes the entire new business effort run smoother. Indecision is gone. Everyone understands what it takes to win. New business becomes fun again.

For more information, contact Sanders Consulting at 800/899-1538 or email to info@sandersconsulting.com