90:10
Business Development

winning is 90% perspiration, 10% inspiration

About 90:10

I have been helping marcomms agencies win new accounts since 2002.

I have worked across the sector – from Media agencies to SEO/Digital – and from Creative to B2B.


 

The Process


I help clients meet more potential clients in the right sectors, with one or more attributes that make them a good fit – such as good budgets, right cultural fit, good creative opportunity, high profile, growth market etc. My aim is to avoid/pre-empt competitive pitches.

Research

From discussion and your brief, I build a database of prospects with relevant contact details plus key background information from a variety of sources including The FT, Investors Chronicle, Retail Week and the Business sections of the broadsheets and extensive online research.

Contact Strategy

Diligently and with a degree of guile gained during my 15 years of BD experience, I make contact with decision makers, their PAs and their teams. I establish where they are in their agency cycle , possibly their agency relationship and possibly when they plan to start the review process.

Database Construction

I build and supply a database of clients planning to review in the next two years.

Meetings/Pitches

Naturally I hope that your work track record is sparkling and will enable you to win the business without a formal or informal pitch process. Don’t laugh! – it happens all the time when the chemistry is right. But if a pitch is the only way to win, then I advise on strategy – with as much or as little input as you require/prefer. I’m not proud! Winning is all.

Chemistry Meetings/Pitches


Too numerous to mention them all, but here are just a few...

Alliance & Leicester
Ariel
Boots
British Cycling
Capital One
Confetti
D C Thomson
Everton
Handbag
Historic Scotland
Kitbag
Ladbrokes
Liverpool FC
Premierline Direct
RBS
Schuh
The Sun
Taylor Morris
Tesco Bank
Tesco Mobile
Thomas Cook
Visit Scotland
Wigan Athletic
William Hill

Wins


Belmond
Ryanair
Links London
Molton Brown
The White Company
House of Bruar
Optical Express
Dwell
Energy Assets
The Toy Store
Barbour by Mail
Thorntons
Marks & Spencer Money
Regal Hotels
Principal Hotels
Interactive Investor
Paramount Hotels
Saga
David Ormerod Hearing Centres
Boots Hearingcare
Great British Mobility
Kwik Fit Insurance
The Ultimate Travel Company
Hamleys
Gleneagles Resort
Titan Tours
Sunvil Holidays
Macdonald Hotels & Resorts
Autotrader
Manchester Airport
Bradford & Bingley
Theo Fennell
Hotel Chocolat
Monster Mob
Jurys Doyle Hotel
Cupid
Angling Direct

Contact


I have worked across the marcomms spectrum since 1999. The outbound BD process has become “permission based” now. The days of phone bashing are long gone.

I target prospects in specific markets/sectors for clients – and aim to deliver the best “pitch” they receive that week. My research includes Retail Week, Investors Chronicle, the broadsheets, trade press and extensive online digging into companies and people.

But why employ me when there are well established BD agencies out there?

I have experience of working in competition with and beating agencies such as Alchemy and Upfront –

Pearlfinders comes up regularly also. The key question is – who do they tell/not tell about an opportunity? I might also question the match-up between their claimed ad agency client list and the testimonials – but that is for you to decide.

If you have read this far, you must be serious about selecting a BD agency.

Why not get in touch? What have you got to lose?