Insights

Direct mail is getting more popular again, for reasons mostly to do with how much garbage we receive digitally. Here's what you should think about if you want to try sending things to prospects in the post.

I help the agencies I work with to win “transformative” deals. Basically, getting a signature on a contract that changes the agency for the better.

I’m writing this at the start of September, when most people have returned from summer holidays and agencies have high expectations for sales over the next 3-4 months. Who is it that you're going to sell to?

Building proprietary technology has always been on many agencies’ roadmaps, partly because it has the potential to increase the agency’s price tag in an acquisition. There are other reasons too, though.

advise agencies on what constitutes a “lead” most months. The ambiguity often comes from using the terms “marketing qualified lead” (MQL) and “sales qualified lead” (SQL), which are commonly found in SaaS businesses…which agencies are not.

Since several factors are coming together to affect agencies’ commercial performance, I wanted to share a couple of places where I see this manifesting itself.

Lately I’ve been helping a few marketing agencies with their pricing strategy as part of my work as a business development consultant, so now seems like a good time to share some of the pricing strategies we employed at Rise at Seven to get to £12m billed in our first 3 years.

Many of the new business opportunities you lose (or most that you don’t hear back from) don’t go to other agencies…they go nowhere. Here are 5 trade-offs clients make when they choose not to give us (or someone else) the work.

Whenever anyone asks me to tell the story of Rise at Seven, I casually mention that we won global fashion brand Missguided when we were six weeks old and it never fails to get a reaction. This is the story of how that deal happened.

In a competitive pitch process, do you want to go first, last, or in the middle?