Rebuilding an Agency's Commercial Confidence
Lacking Confidence
TrunkBBI, creative and performance specialists and one of the most successful agencies in the north of England, works with major brands like Greene King, Auto Trader, GE, and Halfords.
Despite their impressive 70-person operation and strong client portfolio, the business was grappling with a lack of confidence in their expertise. This manifested in their involvement in flawed pitch processes and the systematic underpricing of their work.
A Timely Intervention
Recognising that their approach to new business and account growth needed to evolve for more sustainable and profitable growth, TrunkBBI engaged with The Hutch Consultancy. The focus was on transforming the mindset and capabilities of their leadership, sales, and account teams through comprehensive expertise and sales training.
Transformation Journey
Over eight weeks, Aaron delivered the Win Without Pitching™ 'Four Conversations' model, equipping the TrunkBBI team with proven frameworks for qualifying opportunities, uncovering value, writing proposals, and closing deals.
This structured approach was designed to secure work at a lower cost of sale while maintaining higher profit margins. The training emphasised the importance of presenting themselves as experts, empowering the team to take the lead in client relationships.
A Stronger Future
The impact was immediate and profound. After just the first session, the team experienced a fundamental shift in mindset, recognising how they had been surrendering their power in client relationships. This awareness, coupled with their new frameworks and confidence, led to a positive transformation in both team morale and business outcomes.
As their CEO, Jon Butler, reflected:
"Our agency was struggling with challenging market conditions and difficult client conversations, and our team's confidence was at a low point. Aaron's practical, inspiring approach to training immediately boosted our team's confidence. The impact on both our client service and strategy teams has been remarkable – not only have we seen improved commercial success, but we've also experienced a welcome and unexpected benefit: significantly stronger client relationships."
The Hutch Consultancy continues to advise TrunkBBI
Highlights:
• ‘The Four Conversations’ model
• Leadership, sales and account team training
• Learning to value agency and individual expertise
Results:
• Agency mindset change
• Improved client relationships
• Winning new business at a higher price
• Happy and empowered team
Inspired to bring about similar change for your creative business?
Get in touch to talk about how you can alter the direction of your company.