new business methods (KC notes)

1. why / gap
2. proof & effect
3. stamps
4. endorsements
5. unique Touch product portfolio

   Annotations:

   • develop a couple of products that can be offered to clients, and that endorse Touch appeal.

1. referral
2. production-in

   Annotations:

   • 1. exploration meetings: -what comms / events are happening - who are other agencies - what business is doing (same/changes) - is there anything on their minds that they need - can we be included in pitches / can we avoid pitches - Touch to provide thoughts supported by credentials on the back of knowledge
   1. criteria

      Annotations:

      • set the criteria to ensure it's a growth client, for example: Suitable brief for Touch Story/software support included Presenter liaison/director intros Appropriate budget
   2. exploration meetings

      Annotations:

      • Discovery of the basics and more, such as: - what comms / events are happening - who are other agencies - what business is doing (same/changes) - is there anything on their minds that they need - can we be included in pitches / can we avoid pitches - Touch to provide thoughts supported by credentials on the back of knowledge
   3. targeted

      Annotations:

      • identify ten priority targeted clients who we want/will get business from.  - research - provide original and highly relevant proposition that fills a gap. this may only be a research phase 1, but the headline must be around: MAKE THEIR LIFE EASIER; SAVE THEM MONEY/VALUE; MAKE THEM LOOK GOOD; (optional: be measurable)
   4. updates / offers

      Annotations:

      • Volume communications: if we are to send notes to all clients and prospects from Touch London, what is the reason, what will stand out / how will it stand out, what is reassuring.
   5. f2f intro. happenings

      Annotations:

      • What is Touch doing for it's 10th anniversary How are we keeping them entertained and meeting us, over and above AD/BD - are they coming to events? Are they coming to dinners?
3. procurement-in
   1. on every list

      Annotations:

      • get a graduate in!
   2. exploration mtgs
   3. updates / offers
   4. supplier mtgs

      Annotations:

      • if they don't have them instigate them - these are essential to 'content/comms' development and respect
   5. f2f intro. happenings
4. c-level-in
   1. intermediary comms
   2. high referral
   3. c-level partnership

      Annotations:

      • relationship with the ceo forum etc.
5. AD / BD

   Annotations:

   • Might be a good idea to get this a little tighter across all projects and resource. Maybe tighter AD during each project?Look for content/tone/communication feedback and advice and provide whenever necessary.Perhaps more knowledge-finding and tracking of business issues across all parts of the business/products (not just project relevant ones)?More activity and tracking between projects?
6. repeat pitch

   Annotations:

   • owners for every project client, responsible for knowing what pitches are coming up and that we're being invited.
7. friends of Touch

   Annotations:

   • I have always been an advocate of every part of a company wanting to, and proactively giving introductions to their company: friends, colleagues, ex-employers. See notes from a meeting I had about New Biz with the team.

Annotations:

• A UI agency A small/mid PS company  A research company  A media partnership A c-level forum they have good clients; we have good clients they work with marketing depts; we work in marketing depts  they develop products; we launch products they have insights; we have insights etc.

1. thought leadership
2. sponsorship (in kind)
3. support / 'good' (in kind)

1. identify value clients
2. research & qualify
3. set meeting

   Annotations:

   • someone just to get the meetings (Evan)
4. propositions (pre and post)
5. updates / offers / contact etc.
6. identify reasons to meet