Grow your pipeline by setting realistic targets, establishing the right blend of tactics and building an action-orientated culture.

Create a business development & marketing plan you can stick to.

Like many agencies, you’re too reliant on referrals and (at best) a haphazard approach to lead generation.

To fix the problem, you’ve got to address the root cause. The peaks and troughs you experience (and maybe even accept as normal) are due to a lack of consistency; the lead generation tap is on one minute and off the next. This is no way to grow your agency.

Let’s fix that by:
> Defining your thought leadership ‘pillars’ to shape content themes and ideas

> Working out the right blend of tactics to build awareness and create new opportunities

> Creating an actionable plan with defined goals, timeframes and resource

> Upskilling you and your team to deliver the plan consistently

> Monitoring progress and the impact of your efforts

How does it work?
Working through the stages below, we’ll start by creating your marketing and business development plan. Then, training and ongoing support will help you make things happen, including advice on referral programs, strategic partnerships, high-value prospecting and networking – all of which will be captured in your ‘Pipeline Playbook’.

Analysis and objectives

> Exploring past activity, strengths and untapped opportunities

> Establishing SMART new business objectives and ‘funnel’ targets

> Selecting activities aligned to your target audience and resource

Planning and prioritisation

> Creating your marketing and business development plan

> Defining roles and responsibilities, tactical goals and actions

> Exploring the use of tools and technology, including automation and AI

Upskilling and ongoing mentoring

> Training, workshops and guidelines

> Building good habits and streamlining processes

> Creating accountability with KPIs and progress meetings

Are you ready for this?
You have been trading for a few years with a headcount between ten and 25.

To date, most of your leads have come via referrals and recommendations. No surprises there.

You’ve tried a few other things, often in a blind panic when the pipeline is empty. Some tactics have worked OK. Others have been a complete waste of money (like that guy who promised ten qualified sales meetings a month. Whatever).

So with your positioning sorted, the time has come to put a proper plan in place.

Your leadership team are aligned on this. But you need clarity on how to put the plan together and help to build the skills in-house to deliver it.

Finally, you understand that building a pipeline takes time, commitment and consistency. There are no silver bullets (sorry). You’ll need to roll up your sleeves and get stuck in. And fire up your team to do the same.

I don’t say this to put you off, just to manage your expectations.

“Ben’s deep understanding of the agency/consultant landscape, and required business development practices, meant we have been incredibly productive in assessing Pole Star Digital’s current approach, and setting out an action plan on additional aspects for us to build upon. Ben shared a multitude of insightful content, came equipped with a great structured process to follow, and invoked some really excellent horizon-expanding on-topic conversations; not to mention providing us with a wealth of really useful resources!”

Ned Poulter | Pole Star Digital

Fancy some of that? Hand over your details and I’ll get right back to you.