The ‘Strategy Workshop’, for want of a better phrase, is a simple yet powerful way to set up your agency for the coming year(s). It comprises of three apparently simple questions: “Where are we now?” “Where are we going?” “How are we going to get there?”

Doug Hall, business author, discovered that sales success dramatically improved when sales presentations combine the following three characteristics: the overt business benefit that you offer the real reason that people should believe you can deliver the dramatic difference that separates you from the crowd.

the proposal is not about you; it is all about the client.

“What makes you different from the rest?”

low effort service (making it easy to buy and do business with you) equals high customer loyalty.

most clients are not that interested in how you are going to do what you promise to achieve

do not under-estimate the skills of people who are good at relationships.

You can earn higher prices by specialising and by adding more value to the customer (doing it better).

ask the client how they want the proposal presented to them.