What to do when your agency needs new revenue NOW

Most small agencies at some point experience the sinking feeling of losing a whale client or seeing a sudden sharp reduction in revenue.

When you get that kind of news, what do you do?

That’s what Chip and Gini discuss on this week’s episode — especially for agencies that may not have an active pipeline of prospects in place.

Ramping up revenue quickly means focusing on the right things and not wasting time on tactics that will only pay off in the long-term (if ever).

Key takeaways

* Gini Dietrich: “Business development should be your number one priority, and client service should be delegated to your team so that you can focus on the right things to continue to build your business, even in times that are good.”

* Chip Griffin: “When you are the busiest is when you need to focus the most on business development.”

* Gini Dietrich: “Help your network understand what you’re trying to achieve, why you’re different, and how they can refer business to you.”

* Chip Griffin: “Networking is the only thing I can think of that allows you to immediately get out there and start filling the pipeline.”

Related

* Block time on your calendar for business development — and stick to it

* Business development for agency owners who hate sales (Webinar)

View Transcript

The following is a computer-generated transcript. Please listen to the audio to confirm accuracy.

Chip Griffin: Hello and welcome to another episode of the Agency Leadership Podcast. I’m Chip Griffin

Gini Dietrich: and I’m Gini Dietrich.

Chip Griffin: And Gini, all your clients are gone. You need to go get new ones right now.

Gini Dietrich: Oh boy. Okay.

Chip Griffin: Right after this.

So…

Gini Dietrich: All my clients are gone.

Chip Griffin: All your clients are gone. Well, maybe not all your clients. Maybe your biggest clients.

Gini Dietrich: I’ve lost some clients.

Chip Griffin: Yes, this is a challenge a lot of agencies go through at one point or another, particularly when they’re small, because most small agencies have a handful of really large clients, or maybe one really large client that makes up a disproportionate share of the revenue.

And when that client cuts back or leaves, many of these agency owners who have been sitting pretty before now panic because they didn’t have a pipeline in place because business was good. And so. They come to you, they come to me, and they say, what do we do now? And so that’s what we’ll talk about today.

What do you do if you suddenly find yourself in desperate need of revenue and you don’t have an existing pipeline that you’re already working?

Gini Dietrich: I think you should work on your website and your capabilities deck because those two things will bring in clients.

Chip Griffin: Absolutely. Immediately fire up that editor.

Start, start messing around in WordPress and,