Across the Pond: How to grow your Insight Agency

Two agency leaders recount vivid moments from a CEO summit in Miami. They dig into networking that sparks candid business talks. AI and synthetic data surface as game-changing industry topics. The conversation highlights how in-person gatherings accelerate trust and push agencies to transform.

In this insightful discussion, Steve Henke tackles the seller-doer model, weighing its pros and cons. He emphasizes the importance of structuring sales priorities and pairing them with marketing strategies. Steve advocates for formal training over charisma alone, and stresses clear job descriptions and dedicated sales time for seller-doers. He also highlights the role of a sales manager, the necessity of a robust sales pipeline, and the importance of tracking conversion rates over mere activity. Incentives, he proposes, should align with strategic goals.

In this special HOTSEAT 🔥 episode, Steve Henke puts Paul Griffiths through his paces!Paul is grilled about the often overlooked importance of internal feedback within agencies. He highlights the irony that while agencies focus heavily on client feedback, they neglect to apply the same principles to their own operations. Paul emphasizes that feedback is a valuable and cost-effective tool for agency growth and development.Key TakeawaysWe're so busy thinking and talking about our clients, we just don't do it to ourselves.Feedback is a really easy way of getting input - it is almost free!Agencies need to harness feedback for growth.Neglecting internal feedback can hinder agency development.Understanding feedback can lead to better agency practices as well as growth.

Steve Henke and Paul Griffiths discuss the pros and cons of outsourcing sales and marketing functions for market research and insight agencies. When is it beneficial to outsource, and when it is better to keep functions in-house?They also discuss the importance of understanding the disadvantages of outsourcing, including costs and communication challenges, and the need for agencies to build their own capabilities over time.Key TakeawaysOutsourcing can provide immediate access to expertise.It's essential to evaluate the size and scale of your agency before outsourcing.SEO is a good candidate for outsourcing.Account management should not be outsourced to freelancers.Building internal capabilities for lead generation is crucial.Outsourcing can be expensive but may be efficient for specific tasks.Communication challenges can arise with outsourced teams.Outsourcing marketing can be beneficial if internal skills are lacking.Hiring agencies with industry knowledge is vital for effective outsourcing.Agencies should consider their long-term strategy when deciding to outsource.

In this episode, Steve Henke and Paul Griffiths discuss the critical aspects of key account management for insights agencies.We explore the importance of building strong relationships with key clients, the challenges posed by relying on a few large clients, and the necessity of diversifying client bases. Our conversation emphasizes the need for active account management strategies, accountability within agencies, and the significance of setting revenue targets for key accounts. We also highlight effective strategies for maintaining client engagement and ensuring that agencies remain top of mind with their clients.TakeawaysBig clients are crucial for agency survival.Diversifying client bases is essential to mitigate risks.Key account management should focus on building multiple relationships within a client organization.Key account plans often end up unused; activation is key.Accountability in account management is vital for success.Revenue targets should be set for key accounts to drive growth.Cross-selling and upselling are effective strategies for account growth.Referral opportunities can significantly enhance client relationships.Regular engagement with clients is necessary to maintain relationships.CRM systems can help manage account activation processes effectively.

Discover what end-clients truly seek from their insight agencies. Generic pitches frustrate buyers, so tailored solutions are essential. Clients favor personalized engagement and powerful case studies for validation. Highlighting a strong understanding of risks and offering actionable insights can elevate agency credibility. Maintaining visibility and genuine connections is crucial for ongoing success. Agencies should transition from order-takers to trusted consultants, focusing on impactful business results and consistent follow-ups.

The hosts tackle audience questions, offering insights on budget-friendly marketing for independent consultants. They discuss setting meaningful sales goals and the power of personal LinkedIn networking. Listeners learn techniques to create engaging content that doesn't come off as 'salesy.' The importance of maintaining client relationships post-project is highlighted, along with strategies for small agencies to stand out against larger competitors. It's packed with actionable advice for anyone looking to grow their insight agency!

In-person events can be game-changers for insight agencies, but they often miss the mark. Learn how proper preparation and focus can vastly improve your networking outcomes. Discover the vital steps for effective follow-ups that convert leads into long-lasting relationships. Hear firsthand experiences that illustrate the power of personal connections post-COVID. Emphasis is placed on building trust over time and evaluating ROI thoughtfully. Join the conversation on making your event participation truly worthwhile!

Discover innovative strategies for leveraging existing client relationships to enhance marketing success. The hosts share insights on shifting from project-centric to relationship-driven approaches, including the value of case studies and collaborative events. Learn how to maximize client engagement through proactive account planning and identifying growth opportunities. Emphasizing the essential role of key account management, they discuss fostering accountability within teams and even embedding members within client offices for deeper collaboration.

Discover effective low-cost marketing and sales strategies designed for growing insight agencies. Learn how to utilize sales pipelines to enhance customer interactions and implement resourceful marketing initiatives. The importance of actively seeking client referrals and using testimonials to attract first-time clients is emphasized. Plus, find out how to rekindle relationships with lapsed clients to uncover future opportunities. All these insights are delivered in under 20 minutes—making growth both accessible and achievable!