New Business Guide

1. Marketing 2. Prospecting

Getting started

3. RFI & credentials 4. Work sessions 5. Final presentation

In the pitch

6. Closing & negotiating 7. Transitioning & on-boarding

Building a relationship

Step 1: Marketing

You want to:

1. Position the agency advantageously with key clients and prospects:

Define the agency's marketing ecosystem
Create an inbound marketing strategy
Identify your thought leadership content; blogs, speaker opportunities, press/PR
Develop a marketing calendar
Plan your social media strategy and tactics

2. Reach and positively influence secondary audiences – search consultants, journalists, recruits and partners:

Attend and sponsor conferences
Leverage your website
Make sure your credentials pack is strong
Sponsor your own events

How WARC can help

8 essential elements of your agency new business plan
This brief outlines the core components of what your plan needs to include, from a leading industry new business consultant, Jody Sutter.

Thought Leadership in Practice
Find out how B2B companies can use thought leadership to build reputations, relationships and revenue in this Market Leader article.

B2B Content Marketing
Check out these excellent articles to help guide the development of inbound content marketing programs.

ROI Benchmarker
Demonstrate your success by using WARC's ROI benchmarking tool to see how your case examples performed against others.

Write for WARC
If you are looking for places to publish your thought leadership, our global audience is a good option.

Step 2. Prospecting