Finding the Right Person: Five questions to ask
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The document provides five lessons and corresponding questions to ask candidates for a business development role. The lessons are: understand what makes your agency unique; understand the relationship between marketing, sales, and inbound marketing; know what types of clients your agency is not a good fit for; building new business is about relationships not presentations; and strategy is about understanding people over just data. The questions are meant to help evaluate a candidate's experience with these important lessons.
Finding the Right Person: Five questions to ask
- 1. FINDING THE RIGHT PERSONA few questions you should ask the candidates
- 2. five lessons Perhaps you’re looking for a business development person. Finding and hiring one is no easy task. Over the last twenty years I’ve found that process to be the most challenging part of creating agency growth. So, I thought, maybe I can help others. I hope these five lessons and questions will help with your search. Let’s get started.
- 3. We don’t want to believe it but most agencies are very similar. Only unique, targeted offerings articulated through clear, creative communication can differentiate them.
- 4. ? so consider asking: What was the unique story and how did you articulate it for the last agency you worked for?
- 5. 5 Bright (smart and bold) content generates brilliant opportunities.
- 6. ? so consider asking: Tell me about the relationship between agency marketing and sales? How do marketing and sales interact in an agency? What about inbound marketing, how do you approach that?
- 7. It’s important to have a clear understanding of what you are, but critical to know what you’re not.
- 8. ? so consider asking: Give us examples of clients you have previously chosen not to pursue. How did you make that decision?
- 9. New business is about building relationships not decks.
- 10. ? so consider asking: Tell me about the most interesting person you have met in the last 30 days?
- 11. Strategy is about understanding humans not just understanding data. Big insights always trump big data.
- 12. ? so consider asking: Give me an example of a human insight as it relates to growing an agency? How did you leverage that insight?
- 13. If you’d like to, I’d be happy to chat about the challenge of hiring the right business development person. Who knows, maybe I’ll say something you can use. me@jeffjones.com https://www.linkedin.com/in/spidey