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Hi Jade
We like to be as engaging as possible here at Collaboration Junkie. Connection is a core value of ours so we want to deliver our proposals in a way that matches that ethos.
On this page you’ll find a tailored proposal of how I think we could work together and at the bottom of the page is a bit more generic info and testimonials - including the one from John Attridge, the BBX founder!
Hopefully you see value and looking forward to speaking soon.
- Dave
The Proposal
In case video isn’t your thing I just want to reiterate what I said on the call that I’d love to support the growth of the business, and your team, through building a practical culture of referrals, where everyone feels they have the skills, systems and confidence to naturally make this part of their day to day activity.
It’s about being more intentional in how we ask for introductions, so that people who are more then happy to make those introductions do so, to the right people, and ideally on a consistent basis.
It should be process driven behind the scenes, but feel completely personal to your contacts.
We’ll focus not only on introductions from clients, but also the wider existing network, internal referrals amongst larger clients, and also refining the strategy for new outbound campaigns - be that digital or in person.
Here’s the overview of what we’d work through, but I’d of course work with you to make sure any specific goals you had were covered.
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Why
Understanding any individual blocks around being pro-active in asking for introductions (which is key if your customer facing teams aren't natural sales people) & reframing the mindset; or for those that have no issue with this refining their skills. We’ll ensure everyone understands just how powerful referrals can be in growing the brand, and how active a part everyone can play in that (and why it benefits them directly!). Also recognising the various reasons why people make introductions in order to be able to engage with them in a more meaningful and value based way.
People refer you for what you do, not what you sell and we'll keep this in mind throughout our work together.
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When
One of the keys to successfully receiving introductions is to ask at the right time. We’ll look through the PA Answer customer journey, starting from their first contact, to pinpoint the ideal times that referrals could be requested and potentially highlight new opportunities to add value and create the ‘wow’ moments that facilitate referrals. We’ll also look at the supporting messages and content that back up the personal requests that really drive introductions.
Yes there'll be process and systems to support this - but it will ultimately still be based on human instinct, because making an introduction is a personal thing.
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How
From the tone of voice and the words the team use to request introductions, to how these are supported in a digital format. Also what we’re actually asking for - is it immediate introductions, or are we training the fans of our brand to be ready when they next spot an opportunity? Is it for new companies, or a new contact within an existing client?
We’ll also look at how referral leads are handled, and how those who make introductions are communicated with - the most important piece in getting repeat referrals. And finally - we’ll make sure some specific campaigns and opportunities for personal requests are identified so that action gets taken.
How Can It Be Delivered?
This format can be adjusted, but here’s my suggestion of how to get the most value;
Strategy & Set Up Session
An up to 3hr session online with the senior team to look at the existing set up, identify areas of opportunity, and any issues that may need resolving. We’ll also look at the systems, processes and structure required to make this an ingrained part of the companies lead generation strategy. We’ll re-cover a small part of this during the main session, but agreeing the fundamentals in advance allows for a much more impactful main session.
Referral Workshops
2x 3hr workshops at your offices to cover the whole team where we work through the Why, When, & How mentioned above to begin to build that Culture of Referrals that can have a huge impact.
This is a really interactive session with a chance for people to work through their challenges, share their ideas, and come away with practical skills they can start using right away.
We’ll send everyone away with specific actions as well if you would like (I strongly suggest you do!)
Campaign Planning & Process Session
A 90 minute session with senior team where we take a deeper dive into planning out specific outbound referral campaigns, both digital and in person, brand led and individual, to ensure the momentum built in the workshop follows through into action and ultimately results. We’ll also use this as a chance to review the initial process work post workshops to see if anything needs tweaking
2x Team Follow Up Sessions
Shorter, up to an hour long, online sessions where the team can feedback on any success’s they’ve had, share challenges, and support each other in embedding best practice.
Outside of session support
For the length of our time working together I’ll be on hand remotely to provide feedback, bounce ideas off, or provide advice and support. This is about implementation and results, and I’ll do all I can to en sure you achieve this.
Outcomes
Like any marketing based activity I can’t guarantee results, but what I can promise is there’ll be highly implementable tips that I’m more than confident will add value pretty much immediately.
Everyone will go away with something they can use right away, along with some activities to build towards - meaning the ROI should be significant.
As well as the content delivered during the sessions, you’ll also receive a full framework document in advance that people can work through and add their own notes to on the day, and then refer back to for context at any time. This is accompanied at an organisation al level by an Action Roadmap - detailing the specific actions required, and what ne eds to happen when.
Costs & Timescales To Implement
The total cost for the full format above would be £3600+VAT, payable via BBX and split over 4 payments during the time working together - something I’m more then confident would deliver significant ROI and really ensures that the learnings are embedded within the team and the agency.
I’m more than confident of delivering significant ROI on that total or else I wouldn’t be sending this - I genuinely don’t work with people where I think that a) I won’t enjoy it or b) they wont get significant value!
I always ask whats one new great client worth to you? And what if each customer facing member of the team brought an extra one of those in a year?
In terms of timescales I’m ready and waiting when you are!
Ongoing Support
If ongoing support is required then of course I’m more than happy to provide that, this could be on a day rate or as a more structured offering.
This could either be continued support for team as a whole, specifically at brand strategy level, or both.
There’s also some information on the support I offer on Strategic Partnerships lower down
Testimonials
John Attridge - CEO of BBX
John talks about how Dave worked with them in his team.
Tory Wagg - Director Of Panthera Accounting
Tory talks about how Dave worked with them and her team and discusses how they felt before and after.
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Ryan O'Keefe - Founder, Jago (Personal Brand Agency)
Before working with Dave life was good, people enjoyed working with Jago and we would get referrals.
But I knew we were not uncovering the full potential of our clients and their networks and felt uncomfortable asking for referrals, it felt a little ick.
As a previous salesperson in large organisations, referrals were ingrained into us, but for some reason running my own business things felt different, that was until we engaged Dave to help us.
Working with Dave invigorated me with referrals and highlighted the potential of such a simple concept such as referrals. It was all about considering when and how we would ask for referrals.
We have been doing NPS scores for the last few years but never really acted upon the high scores we received, until recently.
Over the last few months we have had a handful of good referrals and two of the referrals turning into business, one worth £20k and one worth £23,450, both with potential more lifetime value.
Considering where we ask for referrals is key but also sowing the seed right when we onboard new clients has been a game changer, showing our cards in terms of how we work and grow our business.
It is so much easier to close a piece of business that has come from a referral and guess what? They tend to be great clients as well. What's not to like about that!
Thanks Dave!
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Phil Bacon - Founder, Bacon Marketing
Working with Dave immediately identified a new angle and a range of people we hadn’t yet approached.
1 email later and we’ve banked £34,00 in work for this year, and have another 3 opportunities in the pipeline based off of referrals from people we hadn't tried to engage in that type of way before
This is the difference between doing it yourself or working with someone who really knows their stuff. -
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Sarah Mols - Director of Outside Ideas
Before working with Dave I would have said that we were in a pretty decent place for referrals, we've organically developed relationships where referrals naturally happen.
But it's random, not consistent at all. When a lead does come in, it's more of a bonus lead, less of a planned, intentional and thought through part of our lead generation.
Since working with Dave, I realise how much more opportunity there is out there for us, and how we haven't made it easy for others to refer into us.
I now have tangible, realistic - and exciting - steps and goals to work toward to create a strong and consistent pipeline of pre qualified leads coming through to us (how amazing is that!?).
Dave is a 'Big Thinker', he helps you shoot for the stars, with high level, strategic planning. But he's also hugely practical and realistic, and will support you in creating and taking the steps you need to implement a referral strategy that works. He's also a thoroughly nice guy, and a pleasure to work with.
If you're looking to increase the amount of leads coming into your business, with a trusted and expert advisor, who 'gets people' and knows how to craft sustainable and impactful relationships - look no further - talk to Dave.
Next Steps…
Ok, that’s it for the bespoke part. Hopefully you like what you’ve seen or heard so far and would like to go ahead.
If that’s the case then you can let us know by dropping a message to dave@collaborationjunkie.com or call on 07904 330628.
The same is true if there’s anything you’d like to discuss in more detail of course, and if it’s a bit more information you’re after then check out the sections below…
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Over the course of his career, Dave has developed hundreds, if not thousands, of partnerships. From growing his own membership organisation to 2000 members almost entirely through referrals and strategic partnerships, to providing access to the SME market for global brands such as Regus & Volvo, reaching nearly 1 million business owners along the way.
Dave's previous business was a customer engagement agency that helped connect business services providers to their target market by working with organisations that already had a community of their audience. Facilitating all the marketing support to make sure the right quality of leads were provided at the right time, in a way that added value to all concerned. Whether it be with big brands or new start ups, tailored introductions or prospects at scale (we delivered over 10,000 digital marketing leads to Yell over a 2 year period) we offer experience of lead generation partnerships from both sides of the coin.
And not all that experience has been positive. We learned as much from the mistakes made or witnessed as the successes. We've learned the hard way so you don't have to.
In 2020 (pre COVID) Collaboration Junkie was born. Helping ambitious business owners leverage their credibility to get high quality leads, on a consistent basis, from trusted 3rd parties - making Lead Generation an enjoyable process!
Over the last 4.1/2 years we've worked directly with nearly 100 business owners and their teams, the majority being in the agency space. Our sweet spot is successful brands looking for their next stage of growth - leveraging their brilliant reputation within their chosen sector to build exciting partnerships, and a culture of referrals within their teams, that means introductions from both partners and clients scales alongside the business.
Want to know a bit more about Dave as a person? Click here!
Businesses We’ve Worked With:
The DANCE Framework
This proposal has been all about client and network referrals. But we do a lot of our work in the Strategic Referral Partnership space. Our framework consists of 5 different routines, each with their own steps. It’s been honed over many years of practical, on the floor, experience. Based on some big success, but then also mistakes either made or, more often than not, having been on the other end of when we were the party responsible for providing leads.
Here’s a bit more about how we support, and you can see more about the framework below (let me know if you’d like to chat about this further):
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There’s 3 main things to think about here and it sets up everything else that we work on:
Why are you partnering? We need to be crystal clear on the outcome you’re looking to achieve. If that’s lead generation how highly qualified do you need the leads to be, and at what volume?
We need to know what a successful partner program looks like for you so we can help you achieve it.
Who’s your ideal client? Again, we need to be as specific as possible, if we don’t know who your ideal (or chosen target) client is, how can we uncover who the perfect partner is?
Who are your Perfect Partners? It’s not about saying we won’t work with anyone else, but about really identifying where we focus our proactive efforts. Where they’ll pass the right quality of lead, at the right volume, and at the right time. It’s much more than just having the right audience for you; it’s about the nature of their relationship, how they communicate, their values, and so much more.
We’ll not only uncover who they are, but also your unique Partner Value Proposition which allows you to engage with potential partners quickly and effortlessly.
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For a partnership programme to flourish, and then scale, you need to ensure you have the behind the scenes set up in order. From internal systems, software and personnel, to the structure of your agreements - covering things like how we reward your partners.
We’ll make sure no stone is left unturned so you can be sure of delivering a consistent level of service to your partners.The simple things really do matter, get this wrong and your partners will immediately lose trust, get it right and you’ll have partners for life.
You may not be ready to have everything in place on day one, but we’ll ensure there’s a road map to best in class that will serve you well along the way.
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Your partners could become as important to the future of your business as your most key clients, so we need to make sure you treat them as such.
Communication is key and we’ll look at the various channels each partner type will need to ensure a rock solid relationship is formed that only builds over time.
From setting expectations at outset, and a seamless onboarding process; to reviews and regular updates that keep you front of mind, and the partnership moving in the right direction.
It’s about getting the right mix of automation and personal contact. Functional messages and value add communications. Formal reviews or forming relationships.
We’ll ensure your partners are left feeling loved, valued, and informed; so that when they’re approached by other potential partners there’s not even a thought in their mind about working with anyone but you.
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A successful partnership doesn’t just happen. You need to help your partners connect their audience to you. Do the heavy lifting, make it easy for them, and you’ll reap the rewards.
Don’t, and you may well find your partnership experience an underwhelming one.
Depending on the partner and how they engage with their audience you’ll need to provide the right level of support.
Is this internal marketing support?
Partner facing materials where you share the benefit of your experience to enhance the ability of the partner and their team to refer you.
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Is it external, customer facing support?
All the materials and activities your partners may need to connect you with their audience through successful co-marketing campaigns.
From static materials like sales emails, to more immersive experiences like events.
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We’ll look at all this and more, including how you can really integrate your offering into your partners processes so the lead generation process happens seamlessly and repeatedly.
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With confidence in both the existing offering, and the road map to an even stronger partner programme, it’s time to build your partner acquisition strategy.
Using the partner value propositions we identified during the Discovery stage we’ll cover how to get your first partners on board, how to then leverage them and your network to grow your partner base, before looking at advanced strategies to really scale your programme when the time is right.
Within this we’ll look at the supporting materials and messaging required - but by this point it’s all systems go.
Our simple 3 step process will provide you with all the partner leads you need to grow your programme and your business.
THANK YOU!
