Pearlfinders is a sister company of Rainmaker Consulting. Since 1996, Rainmaker has set the pace for intelligent outreach technique for marketing agencies of all disciplines and sizes. We use their best practice approach to inform our work and we hope you find these useful.
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Death of a Salesman
Too much typing, not enough talking – business needs the phone
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Three Simple Questions
Three Simple Questions (and Some Straightforward Conclusions)
Here we ask decision-makers: -
1. “What causes you to search for or be receptive to a new agency?”
2. “When being approached by an agency what manner of engagement works best?”
3. “At pitch, what are the specific reasons for choosing one agency over another?”
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It's All In The Display
The message is the focus and rallying cry for new business
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Agency Pigeonholes
“If an agency were truly integrated I'd be very impressed. My colleagues and I believe this is a mirage, a holy grail within marketing." (Top 100 marketing spender)
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External New Business Support
The best pro-active new business support is like an extension of your arm
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Agency Marketing Through 360 Degrees
If you know what you want to say - make sure everyone that matters gets to hear it
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New Business Human Resources
Homo Sapiens and new business pressures
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Selecting New Business Targets
Before breaking sweat, choose your quarry wisely
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Telephone Marketing
It's essential to use the phone - but don't be a Sales Monkey
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The New Business Pipeline
For a steady revenue stream - you'll need continuous work done on the pipeline
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