Infrastructure & Process for New Business

Building an Effective New Business Program for 2021: Talent, Resources & Systems

Series Overview

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In this series, we will outline the optimal back-end infrastructure and resources required to convert more new business opportunities – particularly given the remote aspects and challenging market conditions of 2021. This will directly support your effectiveness across competitive reviews/RFPs and proactive prospecting, bearing in mind the pressures to keep your costs at an absolute minimum.   

Your team will be put to work with a series of interactive exercises and brief homework assignments – all focused on building a more methodical new business engine. In fact, the program concludes by having you outline a custom plan for your agency.

Infrastructure & Process for New Business

MULTI SESSION WEBINAR

Building an Effective New Business Program for 2021: Talent, Resources & Systems

Infrastructure & Process for New Business

Building an Effective New Business Program for 2021: Talent, Resources & Systems

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Jan 26

How to Build a New Business Program That Is More Methodical

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Tuesday, January 26
1:00 - 2:00pm ET

In this session, we'll outline the resources required to build a new business practice that is more systematic, more consistent and more efficient – ultimately converting more business. You'll audit your agency against a framework that includes talent, resources and systems to pinpoint specifically where to take action to improve your effectiveness.

Training Materials:

Following the webinar, you will be provided with digital access to print the session materials.

Feb 02

How to Improve the Performance of Those Leading Your New Business Efforts

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Tuesday, February 02
1:00 - 2:00pm ET

It’s surprising how many new business executives have no clear job description – and therefore no clear definition of how they’re being held to account. Unfortunately, “win us a lot of business” is not nearly enough. A well-defined role – with clear expectations and the appropriate resources – directly impacts the agency's overall performance. 
 
This session will outline the key functions and accountabilities of new business roles and the three "personality types" that best correlate to your particular needs. Whether or not you have someone dedicated to the role, or are looking to eventually hire for it, you'll learn how to more effectively increase the performance of all those involved in new business.

Training Materials:

Following the webinar, you will be provided with digital access to print the session materials.

Feb 09

How to Write a More Effective New Business Plan in Turbulent Times

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Tuesday, February 09
1:00 - 2:00pm ET

To address the on-going COVID-19 reality, it takes a different approach to crafting your new business plan. Step-by-step, you'll walk through a framework for outlining your agency's new business strategy in a way that generates more business as cost-effectively as possible.  

To gain the confidence and support of the management team, we’ll alo address the first 90 days — the key “wins” a new business lead should first seek to accomplish.

Training Materials:

Following the webinar, you will be provided with digital access to print the session materials.

 

Feb 16

How to Establish the Right Level of Resources for Your Particular Agency

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Tuesday, February 16
1:00 - 2:00pm ET

Based on the previous sessions where you will have audited your agency, gained clarity on your new business roles, and outlined a more effective new business plan, you will now more specifically address resources. This session will take a look at the staffing, assets and tools required to deliver against your particular new business plan. This will include review of supporting roles, strategic capabilities, knowledge management, and new business materials (including your website). 
 
And finally for New Business Leads, we’ll address how to persuade agency leadership to make the required investment to achieve your objectives. 

Training Materials:

Following the webinar, you will be provided with digital access to print the session materials.

Feb 23

How to Establish the Right New Business Systems for Your Particular Agency

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Tuesday, February 23
1:00 - 2:00pm ET

This session will address how to create and implement a codified day-to-day new business process that is consistent, effective and efficient. With a particular emphasis on Competitive Reviews/RFPs and Proactive Prospecting, we'll break down a sample step-by-step process – acknowledging the current remote environment. With your new systems in place, then learn how to train and scale this out across all those involved in business development. 
 
Expect to leave the final session in this series with the ability to consistently convert more business, while consuming fewer resources.

Training Materials:

Following the webinar, you will be provided with digital access to print the session materials.

Who Should Attend?

This training is designed for agency CEOs, Management teams, New Business teams, and those directly involved in supporting new business at the agency. Those involved in establishing strategic growth plans for their agency will also find the training relevant and insightful. 

About the Instructors