You Can't Lose! Zero Forecasting & Overinvesting in Biz Dev Seasons
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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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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.
Think In Supply And Demand, Not Perfect Timing
- Build a supply/demand model for your agency: more biz-dev raises demand and creates leverage.
- Aim to be 'supersaturated' with opportunities so you can use pricing and waitlists to manage capacity.