Build A Better Agency Podcast

In all the years that I’ve been an agency owner (almost 25) and worked alongside agency owners (15+) there is a common pain point — biz dev. We love getting to the table and talking with a potential client about how we can help them. However, getting to the table feels like a slog. That’s why, if we’re honest with ourselves, we don’t invest as much time and attention as we should to prospecting. The situation becomes a real Catch-22. Sooner or later, that bites every agency owner in the caboose and the bank account. In episode #198, I talk with Dan Englander, who was on the show a while back (episode #76) and what I appreciate about Dan is that he’s been a student of this challenge. Not only has he analyzed the reasons why we avoid going after new business, but he has developed a process with tangible steps you can take to break the pattern. He’s the proverbial “man with a plan.” We dig into what makes a good sales team, the right roles for the right people, and how to get and stay on the right biz dev tasks