Most agencies are looking for any leg up that they can get in the business development process. That's why some agencies should consider getting certified. No this isn't a discussion about a seal of approval for the quality of your work, it is about certifying the ownership structure of your business in a category that some organizations prefer. Dr. Sandra Wills Hannon of The Hannon Group discusses how getting certified has helped her agency win more business, both from government agencies and the private sector. She describes some of the available programs and what it takes to win the certification. In this episode, Hannon explains that it does take a lot of time and effort to receive the certifications, but she believes that the ROI has clearly been there for her business. She also explores how consultants can help speed up the process, albeit at a cost. Finally, Dr. Hannon points out that there are certification programs available for just about every type of agency, so you don't need to feel left out if you are not running a woman, minority, or veteran-owned business.

Chip and Gini will be recording a couple of separate solo episodes since scheduling conflicts prevented them from recording together recently. (Of course, we would love to hear your feedback about these and some of the other formats we have experimented with recently, including guest co-hosts.) In this episode, Gini fields a question from Kevin Anselmo who asks about pitching agency services to prospects, including cold calling and other techniques. She explains her approach which centers around creating VIP lists of potential clients. After you use such a list to get a meeting, Gini explains her style during initial consultations: "People want to be around people who challenge them. They want to be around people who make them think differently."

Guest Jaime Mustard

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Guest Aaron Weller

Guest Dr. Terri Levine

Guest Beth Bridges

Guest Marcus Aurelius Anderson

Guest Dave Lukas

Running a great online meeting isn't hard. We have tips to make yours more successful and less stressful.