Prospect smAARt and Avoid the Pitch – Tips from AAR Agency Search Consultants — Dec. 5 — 1:00 – 2:00 ET

Avoid the pitch??  But that’s the backbone of new business? Nope. It’s the hole inside your pocket where your agency spends multiples of thousands of dollars every year.  You only have a one in three or more typically, a one in four chance of winning the account! At the end of the year, a 50% win rate is damn good which means you’ve also spent loads of dollars and oodles of hours against a lot of loss.

Instead of pitching, start prospecting strategically by being proactive and not reactive.  62% of marketers feel overwhelmed by the sheer volume of information being emailed day-to-day and most think it’s irrelevant.  New business isn’t about chasing.  It’s about attracting.

On December 5, join Lisa Colanuono who will address the question, “What’s the best way to prospect” and discuss a few key principles that will have a big impact on designing your agency’s prospecting program.

Key takeaways:

  • Learn how the Age of Anxiety impacts prospecting and what the number one reason is behind falling into the sea of sameness
  • You’ll understand a vital competitive advantage and know the one proprietary tool you can own
  • We’ll detail the 3C’s and 4T’s of positive prospecting through the marketer’s lens, as well as common pitfalls
  • Discover the eight tipping points of the most successful ways to approach prospecting and some of the best new business resources available for your toolbox.

Who should attend:

All agency staff involved with new business pitching and prospecting.

About Lisa Colantuono:

Lisa Colantuono is Co-President of AAR Partners and is one of the prominent search consultants in the industry and author of @AARLisa: New Biz in 140 Characters (or Less) ), written for the on-the-go new business exec who needs cut-to-the-chase insights to nail new business wins again and again.

Lisa’s innate ability to teach has served marketers and agencies by benefiting their bottom line.  Since 2001 she has worked directly with clients counseling them on agency reviews including: Aruba Tourism, Ben & Jerry’s, Exxon Mobil, Panera Bread (to name a few), resulting in long-term client-agency partnerships.  Throughout her 20+ year career, she’s been an advocate for client-agency relationships that yield results: smAARt partnerships = better work = positive ROI.

In addition to her role as a search consultant, she has co-founded a new business service center called Access Confidential in 2005, assisting hundreds of agencies with new business prospecting by putting science behind the art of new business and helping new business executives to “avoid the pitch!”

Lisa is also part of the industry speaking circuit, presenting at national conferences including: AAF, BOLO, HOW Design Live, Mirren, and AdAge Small Agency Conference.