The Creative Operator’s Guide to Business Development
This is how to build a straightforward, reliable path to growth (even if sales has never been your thing).
Let me guess …. you didn’t start your agency because you wanted to run a sales operation, did you?
Thought so.
I’ll bet you got good at what you do, picked up clients through your network, did great work - and suddenly found yourself running an agency.
And now, growth has slowed … or become unpredictable.
You’ve realised that referrals alone won’t scale you anymore.
But you’re not looking to become a slick closer or sales guru. You just want a clear, grounded system that fits how your agency actually works.
This 4 Part Guide is for you.
(N.B: I’m releasing these as serialised posts, about every 2-weeks until it’s complete.)
Each chapter that’s complete will have a link (and be underlined) for you to click through and read. Remember to save this page, and re-visit it for the latest version - as this builds out.
📘 Part 1: Foundations - Get Set Up to Sell
These are the skills, tools and mindsets that make business development sustainable (whether you're doing it yourself or hiring someone to help).
The Career Skills Every Creative Operator Needs to Sell Well
Writing a Simple Sales Plan You’ll Actually Use
Creating a Value Proposition That Cuts Through the Noise
📗 Part 2: Strategy & Systems - Choose Your Path to Clients
This section is about designing a sales system that fits your strengths, your market, and your resources.
Picking the Right Sales Channels for Your Agency
Marketing vs Sales - What's Driving Your Leads?
Defining Your Sales Process from First Hello to Signed Deal
Budgeting for Business Development Without Burning Cash
📙 Part 3: Delivery & Relationships - Turn Conversations Into Clients
Now we move from planning to doing. This is the practical side of talking to people, making offers, and signing deals.
Building Trust and Relationships Without Being Pushy
How to Spot What Clients Actually Need
Structuring a Proposal That Makes Saying Yes Easy
Confidently Handling Sales Conversations and Negotiations
📒 Part 4: Growth & Refinement - Make It Work Long-Term
This is where you turn your system into something repeatable, measurable, and scalable. So it can run with or without you as your agency grows.
How to Track What’s Working (Without a CRM Overload)
Improving Your Plan Over Time - Based on Actual Data
When (and How) to Hire or Delegate Business Development
A big thank you … goes out to the following trusted partners for supporting this guide!
BD MATTERS
Reshape your relationship with sales and regain control. Our training and community put you back at the head of the pack.
There’s not many communities out there talking about sales. We support a thriving community of over 1,500 Founders, MDs, business developers, and marketers aiming to grow their skills and pipelines.
JOURNEY.IO
Create content to enable you your business development champions throughout the sales process.
Combine PDFs, text, videos, and more, and share them with prospects in one easy-to-find location. So you can get visibility into what prospects are doing, and offer up timely, relevant support throughout the sales journey.