Thank you:
Thank you to everyone who joined us for Find Your Edge, Build Your Engine with Adam Graham, Founder of Gray Matters last week.
A huge thank you to Adam for a really insightful and practical session, looking at how independent agencies can build a more predictable approach to new business – moving away from the familiar feast-and-famine cycle and creating greater confidence, consistency and momentum
A few key takeaways from the session:
- Get clear on what you want to be known for. Being independent, agile, senior-led or full-service isn’t enough to differentiate you. Think carefully about your audience, the problems you solve and the change you create for clients.
- Think of your agency as a brand. Build a clear platform around your positioning that can inform your content, events, outreach and wider new business activity rather than deciding what to talk about month by month.
- Know your numbers. Work backwards from your revenue target to understand how many wins, opportunities and leads you actually need and which channels are going to generate them.
- Connect marketing and new business. Content should support outbound activity, while regular nurturing and relationship-building keeps your agency relevant until prospects are ready to buy.
- Get your CRM and processes in shape. A clean, well-used CRM, combined with consistent sales habits and the right use of AI and technology, is increasingly fundamental to an effective growth engine.
Perhaps the simplest summary from Adam was: consistency over intensity, systems over hacks and relationships over tactics.
The assessment looks at four key areas – mindset & leadership, positioning, go-to-market and revenue operations – and is a useful way to identify where the gaps may be in your own new business engine.
Thanks again to Adam and everyone who joined us. If you have any follow-up questions for Adam, please feel free to get in touch with us and we’d be happy to connect you.
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