Develop and implement new client development efforts for Coegi, resulting in increased annual agency revenue, focusing on prospects with recurring business potential from other advertising agencies with a minimum annual advertising spend of $1,000,000 or greater.
Essential Duties and Responsibilities (Other duties may be assigned)
- Improve win rates on RFPs, through a disciplined information gathering approach, ensuring a measured response at each stage, and managing communication flow - single point of contact leading team response.
- Develop senior-level relationships at target prospects with the goal of understanding stated and unstated objectives, culture of the client company and decision makers, opportunities for Coegi now or in the future, internal resources at the client company, and prioritizing what it takes to get started.
- Develop proprietary leads & agency opportunities through a systematic method. Maintain our own CRM of leads through HubSpot. Create targeted messaging that generates interest in the agency. Uncover changes in strategy / leadership / competitive environment / financial performance at target companies. Participate in conferences / events.
- Leverage your own network and relationships to introduce the agency to prospective clients. Build multiple relationship networks within client targets where possible (2-3 pending size of opportunity/prospect). Leverage the power of relationships of the agency leaders to make introductions. Build partnerships with selected outside firms that can cross refer opportunities.
- Focus on our core verticals and differentiated centers of excellence to drive growth. Bring opportunities that fit within the agency to the agency.
- Win new recurring business potential for the agency, work with the President to assemble the right team to pitch and on-board new clients, and navigate our matrix structure to produce compelling outcomes for clients and the agency
Specific Expectations
- Own the new client sales funnel, including the fuzzy front end / new contacts, contact database, initial outreach, prospecting & matriculation, identification of opportunities, and forecasting timing, value, probability.
- Develop referrals and case studies prospectively. Match messaging and messenger. Work with our agency network to read demand signals.
- Coordinate prospective client proposal development and delivery, as well as lead negotiations to match our offering with client budget to improve profitability.
- Forecast new business by month and manage a pipeline of leads.
- Directly communicate agency news with selected pitch consultants, key prospects, and other potential referrers. Start the conversation.
- Contribute to defining and refining our agency's new client value proposition and USP.
- Create new client development plans to include, but not be limited to, identifying, tracking and maintaining a high-quality prospect data base, developing new client acquisition content and its delivery plans, getting qualified meetings/presentations, converting those to new projects/retainers, networking at appropriate events, developing relationships with third party lead generation sources, developing reports for agency management, etc.
