You Can't Lose! Zero Forecasting & Overinvesting in Biz Dev Seasons
11 snips
Jan 31, 2025 In this insightful discussion, the hosts challenge traditional sales forecasting methods, arguing that true revenue isn't predictable until payments are made. They explore the importance of recognizing two selling seasons and the impact of seasonal shifts on client demand. The conversation highlights the underinvestment of digital agencies in biz dev and marketing, and they advocate for proactive hiring and consistent lead generation. They also stress the value of resilience in sustaining growth and the power of rejecting low-value clients to refocus efforts.
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Agency Seasonal Selling Rhythm
- Agencies experience two selling seasons and two off-seasons each year, so quarters are misleading.
- Plan hiring and biz-dev rhythm around seasonal cycles, not equal quarterly expectations.
Front-Load Biz Dev To Create Pricing Power
- Front-loading business development creates sustained inbound and lets you raise prices to throttle demand.
- Invest in biz-dev capacity even if producers feel overwhelmed; scarcity enables pricing power.
Hire Biz‑Dev Early And Treat It As Investment
- Hire biz-dev people earlier than feels comfortable and accept they may be unbillable at first.
- Float 2–3 biz-dev roles as deliberate investments to generate consistent pipeline.