Building a More Robust New Business Operation
John has built an exceptional new business operation for The Engine Group. First, he removed the idea of “sales” as a dirty word in their culture – and had the agency lean in and embrace it. He then established new systems, technology and team members to support it all. The proactive hard work is helping to carry them through the market shift. Of particular interest is that John comes from a sales background versus one from the agency business. This has informed a new business operation different from most other agencies. While he is fortunate to have a committed agency organization and resources behind him, there are sales principles that apply to all agencies working to improve their new business performance.