Adam Graham, Founder of both Gray Matters and BD Matters, brings a wealth of agency business development expertise to the table in this episode of Chats with Chip.

 

When agency owners focus on sales, it tends to be because they are looking to quickly grow or rapidly replace lost revenue. Adam explains the importance of having a plan and a process in place instead of launching haphazardly into an outreach program.

 

Chip and Adam also discuss the importance of proper positioning for the agency and why having a clear focus and specialization makes sales business development much easier.

 

Finally, the pair talk about how small agency owners can get help with growing the business without removing themselves completely from the responsibility of business development.