Savage counsel – securing new business

Each week in Encore, STW’s Chris Savage answers your agency and career questions. This week he talks about the recipe for securing new business.

Hi Chris,

I am in charge of new business at a major integrated agency in Melbourne and have been in the role almost a year. Our hit rate with prospects has been pretty good, but given there seems less opportunity around, I am really anxious to ensure we win more of what we go after. In your experience, what are clients most looking for when they are reviewing agencies? 

You are in a great role. I’d love to be able to spend all my time feeding the pipeline and driving the sales process. Fact is, there’s nothing sweeter in our business than the taste of a new client win.