Andy Griffiths is Associate Director, Client Growth at Space & Time, a leading independent agency specializing in growth marketing through media and tech. Space & Time has clients spanning across retail, property, food & drink, health, charity, finance, B2B, sport, leisure and tourism
With Andy, we’re looking into the secrets to agency differentiation and mastering the art of intermediary relationships. We discuss how agencies can make a lasting impression during initial chemistry calls, the benefits and challenges of collaborating with intermediaries, and evolving strategies to stand out in a continuously crowded market.
Topics covered during this episode include:
- Andy’s unique experience of recording a radio jingle in Uganda.
- How to recognize when an agency is ready for intermediary partnerships.
- Why the quality of feedback from intermediaries is crucial.
- The complexities and benefits of finding the right intermediary.
- Why maturity in current sales processes is important for intermediary success.
- How intermediaries provide qualified opportunities and structured pitch processes.
- The significance of building long-term relationships with intermediaries.
- Why regular communication with intermediaries keeps your agency front of mind.
- The potential red flags when choosing an intermediary.
- Using Pitch Positive Pledge to ensure fair and high-quality tender outcomes.
- The evolution of agency differentiation strategies over the past five years.
- Why commercial empathy and meaningful connections are essential during initial chemistry calls.
- The role of brand reputation and quality of client engagement in agency differentiation.
- The balance between technical expertise and presentation skills in client pitches.
- How authenticity and transparency from technical experts can create client empathy and trust.
- The importance of account management in translating technical knowledge into actionable client solutions.
- The balance between excellent service delivery and profitability in client retention and acquisition.
- The key pillars for evaluating new business opportunities.
Andy Griffiths on LinkedIn: https://uk.linkedin.com/in/andygriff
