Archive for Steve Ratti

10 Daily Practices to Winning New Business in Any Market

Posted by Steve Ratti on January 18th, 2013 at 9:00 am

Every marketing firm wants the same thing: More new business coming in than old business going out. So long ago I decided to identify what worked and didn't work at ever agency I came into contact with. Then I tested these ideas, programs and philosophies while directing new business at shops all over Manhattan.
Now after years of successful pitching, I can safely say there is a winning formula. So without any further ado, here are the 10 things a marketing firm must "Be" to win new business in any market.
1) Be Willing . . .
to dedicate the agency to a new business plan by executing it on a daily basis
Having a plan is great. You can spend countless hours on metrics and probabilities and target analyses but if you are not working it everyday, it's not going to work.
Hint: Hire someone completely dedicated to new business full time. Then have them lead the team in following the 9 daily practices listed below.
2) Be Flawless . . .
by identifying and smoothing out all the rough edges of the agency (AKA red flags)
No one expects an agency to be perfect but there are always a few things that really need to be... Read more