Face-to-Face

Face-to-Face

Recently, I attended the Bridge Conference in Washington, D.C. While there, I was struck by two simple things. First of all, it sure can rain in the capital… I was in a meeting at one of the restaurants on the lower level of my hotel when one of the fountains began to flood somehow from the afternoon thunderstorm. I flashed back to the scene in the film “Titanic” when all the well-dressed people were running up the stairs to escape the water. It was quite remarkable! But more importantly, it just re-enforced for me the importance of being face-to-face with people. As an introvert, I absolutely love technologies like Google Duo, Facetime and ZOOM which allow you to have client meetings without leaving the office. Anything that helps avoid the hassle and expense of going to the airport is okay with me. However, nothing beats having the opportunity to sit down with another human being over coffee or a meal and just have a real human conversation. That’s true with your donors, too. And while it may be more difficult for some organizations, I think it’s absolutely necessary that you have some real face time (not the Apple kind) whenever possible. We humans (even us introverted ones) need this kind of interaction every now and...
New Business Pitches – Part 1: The Dialog

New Business Pitches – Part 1: The Dialog

Agency New Business Development One of the things I enjoyed most about agency life is new business pitches. Yes, always ton of work would go into these pitches. Very long days, and very late nights. But there is nothing like the feeling of having a “game-day” experience going into the meeting and making the case to win their business. Three are many ingredients that go into a winning pitch. Over the next couple of blogs I will be talking about a few secrets that I think are critical for success. The first is the importance to build in “white space” into the presentation. Sometimes agencies have worked so hard on these pitches they feel the need to share EVERYTHING with the prospective client. What happens is the prospective client gets fire-hosed with information overload. That’s a mistake. Show only what’s relevant. Once you win the business, you can show them the rest of what you learned. You need to make sure you have something to share that no other agency will address. The more they talk among themselves and ask questions of you, the better. In other words, you want them engaged in your presentations. If you get to the end of your 4-hours without giving them a chance to participate, you are sunk. Having trouble coming up with some unique discussion points for your agency new business pitch? Let’s chat and see if together we can come up with some ideas that will engage your prospect and help you win the...