Trevor is passionate about new business development and has spent over 20 years working with agencies at all levels helping to generate new business. In 2010 after re-joining Stocks Taylor Benson (STB) as Sales & Marketing Director for a year, Trevor made the decision to offer his expertise and experience as a consultant. His intuitive and hands-on approach is geared to help agencies get into the best possible position to generate new business of the right sort.
In 2007 Trevor joined Storm Brand Design as Sales & Marketing Director and championed a new business strategy to exploit overseas opportunities for three separate markets. Prior to this Trevor led new business at STB for six years, which involved supporting the new business drive with a robust marketing strategy. So successful was the strategy it resulted in one of the most successful years for the agency. In addition an entry for the local Business Awards scooped the Sales & Marketing Category title.
Trevor understands what the new business development journey involves and how best to take control of this journey to ensure new business is gained on the agencies terms. In his last four years of working at the coal-face Trevor introduced new clients without ever once confronting a ‘pitch’ scenario.
Points of differentiation are always important and Trevor’s work with agencies includes developing a new business proposition and tempering new business development messages. This creates a simple and powerful point of differentiation itself and helps gain the ‘inside lane’ on new business endeavours.
The New Business Audit
All MiNetwork members are eligible to have a three-stage consultation with Trevor as follows:
A one-hour consultation to answer the following questions:
1. What does your agency actually do?
2. What type of business are you out to win?
3. Why do you want that business?
4. What activity are you doing at present to get this business?
5. Who is doing the new business activity?
Based on this information, Trevor will prepare a critique of the agency’s new business development strategy, detailing what’s being done well and the areas for improvement.
A meeting or follow-up phone call to suggest the next steps forward in developing a new business strategy and implementing it.