Raindance Agency Presentation 5 09

© 2005 RAINDANCE CONSULTING LLC

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.


• 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, Atlantaand Richmond.

• Nationally-known speaker and consultant on agency management, clientrelations and new business development.

• Author of forthcoming book, New Rules for New Business and numerousarticles on marketing and new business in national and regional tradepublications.

DON MORGAN BIO SUMMARYDon Morgan Credentials


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”.


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.

Understanding your prospect’s mindset is essential.


• 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.

THE BOTTOM LINEUnderstanding your prospect’s mindset is essential.


• 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 agencycan best help them grow their business.

THE BOTTOM LINEYou must answer these key questions to win new business.


Right Message + Time + Persistence = Meeting Interest

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.


• 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.

Raindance Services


• 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.

OUR PROCESSOur big advantage is that we do the “blocking and tackling”!


• 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.

Additional Raindance Services


• 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.

Compensation and Contract Agreements


THE BOTTOM LINEA final thought on today’s environment and challenges.

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.


THE BOTTOM LINEWe’re ready to help you grow your business. When can we start?

Raindance Consulting LLC14420 81st Ave NEBothell, WA 98011206.902.7039www.raindanceconsulting.comwww.marketingthoughtleader.com

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Raindance Agency Presentation 5 09