Recently we were reminded of the many challenges in the new business process — some of them exhilarating and others that give new meaning to “maddening”! We know the new business roller coaster is far from unique to us. However, we once again had a heart to heart with ourselves and have recommitted to:
- Asking better questions earlier in the search including selection criteria, process and timeline, budget;
- Being more thorough at homework on the prospect, including reputation, history with working with agencies, leadership;
- Trusting our instincts;
- Passing on cattle calls;
- Seeking constructive feedback on wins as well as losses;
- Knowing that we have a caliber of Public Relations expertise that not everybody needs or wants.
The pursuit of new business is something we share with public relations and communications firms as well as with other business-to-business firms of nearly every description. We would love to learn what you would add to this list!