1. Agencies that thrive aren’t just making good ads, they are helping
their clients build a bridge between their brand and their customers.
And, they market themselves better than their competition.
© 2005 RAINDANCE CONSULTING LLC

2. Don Morgan Credentials
DON MORGAN BIO SUMMARY
• 30+ years in the advertising agency business.
• Won over $250 million in new agency billings.
• Senior manager for national, regional and local agencies in Chicago, Atlanta
and Richmond.
• Nationally-known speaker and consultant on agency management, client
relations and new business development.
• Author of forthcoming book, New Rules for New Business and numerous
articles on marketing and new business in national and regional trade
publications.
© 2005 RAINDANCE CONSULTING LLC

3. Understanding your prospect’s mindset is essential.
Clients are not saying “How can you help us make ads or a new web site”,
they’re saying “How much do you understand about our business in order
to help us build a bridge between our brand and our customers”.
© 2005 RAINDANCE CONSULTING LLC

4. Understanding your prospect’s mindset is essential.
Clients are looking for an agency that will provide new insights and
ideas to grow their business.
Clients are reluctant to gamble on an unknown, so you must build a
relationship with the prospect before the pitch.
© 2005 RAINDANCE CONSULTING LLC

5. Understanding your prospect’s mindset is essential.
THE BOTTOM LINE
• Clients want leadership, not partnership.
• Clients want new ideas, not better execution of old ideas.
• Clients want process (it reassures them).
• Clients want fast start-up and fast turnaround.
• Clients want cost efficiency.
© 2005 RAINDANCE CONSULTING LLC

6. You must answer these key questions to win new business.
THE BOTTOM LINE
• Why should I care about what you have to say?
– You must add value.
• Why should I do business with you instead of your competition?
– You must separate your agency.
• Why should I believe you?
– You must give the prospect “permission to believe” that your agency
can best help them grow their business.
© 2005 RAINDANCE CONSULTING LLC

7. Why Raindance ?
Most agencies aren’t getting all of the new business they could because they just
don’t have the time to work on new business every day. We can do that for you.
Right Message + Time + Persistence = Meeting Interest
© 2005 RAINDANCE CONSULTING LLC

8. Raindance Services
• We start with a brand audit of your agency.
– We do a complete SWOT analysis and current plan evaluation.
• We help you select the highest potential companies to target.
– We target by industry/audience/medium to create efficiencies in effort.
– We develop a company profile and identify marketing decision makers.
• We develop industry overviews to identify key challenges and opportunities in industry.
• We do the “blocking and tackling” of sending letters, making the follow-up calls and emails
and setting meetings.
• We train your new business team, and oversee your pitch strategy and presentation.
© 2005 RAINDANCE CONSULTING LLC

9. Our big advantage is that we do the “blocking and tackling”!
OUR PROCESS
• We help you select the highest opportunity targets.
• We help you identify the best sales story to build a relationship.
• We send letters and other support materials on your letterhead.
• We make the follow-up calls and emails.
• We get the face-to-face meetings you need to close the deal.
© 2005 RAINDANCE CONSULTING LLC

10. Additional Raindance Services
• We draft custom white papers and blog articles to promote your expertise.
• We provide Account Management and Presentation training services for your staff.
• We advise you on other areas of agency management and growth, if desired.
© 2005 RAINDANCE CONSULTING LLC

11. Compensation and Contract Agreements
• We provide all basic services for a monthly service fee, plus reimbursement of pre-
approved out-of-pocket expenses.
• Additional training and other services to be negotiated as required.
• Either party may terminate the agreement at any time.
• Confidentiality and Non-Compete Agreements to protect both parties.
© 2005 RAINDANCE CONSULTING LLC

12. A final thought on today’s environment and challenges.
THE BOTTOM LINE
The new digital environment offers many opportunities to re-define and
expand the role agencies can play with their clients. The uncertainties
and confusion in today’s marketplace can be capitalized on by agencies
who understand that clients need ideas that will transform their business
and are willing to step in and help them meet the changing needs and
wants of their customers.
© 2005 RAINDANCE CONSULTING LLC

13. We’re ready to help you grow your business. When can we start?
THE BOTTOM LINE
Raindance Consulting LLC
14420 81st Ave NE
Bothell, WA 98011
206.902.7039
www.raindanceconsulting.com
www.marketingthoughtleader.com
© 2005 RAINDANCE CONSULTING LLC