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Hi Sam
We like to be as engaging as possible here at Collaboration Junkie. Connection is a core value of ours and is one of the secrets of a successful partnership. So we want to deliver our proposals in a way that matches that ethos.
On this page you’ll find a bespoke proposal of how I think we could work together, in both written and recorded format so you can choose which works best for you.
Following on from that there’s a whole load of supporting information and case studies that you may or may not want to dive into, I know some of us like detail more then others so it’s here if you need it.
I hope you enjoy and see value in the proposal, and look forward to hearing your thoughts.
- Dave
The Proposal
In case you didn’t listen to the video, it goes without saying it would be great to work with The Essential Agency. It was an absolute pleasure to meet in person and hear about all your plans. I’d love to support the growth of the agency, and your team through building a practical culture of referrals, where everyone feels they have the skills, systems and processes to naturally make this part of their day to day activity (with an understanding that some will be more naturally inclined to do this then others).
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, and ideally on a consistent basis.
It should be process driven behind the scenes (whilst retaining space for intuition) 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 the individual blocks as to why referrals aren’t being requested, and reframing the mindset so this is no longer an issue; 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.
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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 Essential Agency 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.
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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. Clarity, and ease, is key when asking others to do something for us. 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 1/2 day session online or in person 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 Workshop
A 4hr workshop at your offices with the whole team (or anyone customer facing) 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.
Campaign & Process Session
An up to 1/2 day session online or in person where we review the intial process work to ensure all in place, but also reviewing following the workshop to see if anything needs tweaking, and if so in what way. We also take a deeper dive into planning out the 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.
2x Team Follow Up Sessions
Shorter, up to an hour long, sessions where the team can feedback on any success’s they’ve had, share challenges, and support each other in embedding best practice.
1x Campaign & Process Follow Up Session
Shorter, up to an hour, long session where we review campaign activitiy and also check in on the process implmentation.
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.
One thing to note about growing via referral is that it won’t be linear. People will often refer multiple times, and clients who are brought in via introduction will be much more open to being asked for introductions in turn right from the get go. So one person may refer you to three other business, who each refer you to 3 more, who each - you get the idea. It means your 100 target could be reached at an even quicker pace then you’re achieving now.
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 £5240+VAT, something I’m more then confident would deliver significant ROI and really ensures that the learnings are embedded within the team and the agency.
If you just wanted to run the first 2 workshops cost is £3420.
And I have run one off 90 minute workshops for agencies at £2000.
In terms of timescales with you being so local to me we could get going pretty much whenever you wanted once your back from the States. Getting the workshops in this year would seem to make sense, as would saving at least 1 follow up session for the New Year - but we can plan out the activity to suit your diary.
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.
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…
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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Steve Vale - Commercial Director Of Plann3d Solutions
When I first started working with Dave at the start of the year, my immediate goal was to not have a dip in work during the summer months.
8 weeks later with £100k of new work in, that I put wholly down to the mindset shifts and practical applications Dave has introduced, and my goals shifted.I’ve not had to do anything drastically different to what I was doing before, just make subtle shifts in my behaviour and language to be more intentional about referrals with my clients and network in general. As I’ve built momentum with the conversations I’ve been having, the connections and results have just snowballed.
And the work brought on has typically been with the clients that I want to be working with ongoing.I can already see how this is going to bring the consistency our business needs in order to scale, and I’m now looking at how partnerships and referrals can help me attract more of those ideal clients rather than just filling my pipeline.
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Jon Dennis – Managing Partner Red 76 Chartered Accountants
I’m always so busy I just don’t ask for referrals, even though I receive a steady flow of them, I’d also love to get my team asking, but I know they’ll be resistant as they’re not sales focussed. In amongst having a lot of fun, the content delivered during the Collaboration Junkie session was absolutely brilliant. It’s one thing showing where you have a gap in your business, it’s something else entirely to make you realise how you can fill that and inspire you to take action.
it really opened my eyes to the potential and gave me a framework that I can now build into my business moving forwards – I’ve already set the wheels in motion.
I’m looking forward to working with Dave again in the future and would recommend other business owners find the time to do the same.
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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.
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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 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 3 years we've already worked with over 50 business owners and their teams. Our sweet spot is successful business service providers looking for their next stage of growth, or tech scale ups who are ready to launch and need to get it right first time - but our experience covers a much diverse range; stretching across B2B and B2C, and from product to services.Want to know a bit more about Dave as a person, or find out about the rest of the team? 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.
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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 is your Perfect Partner? 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 the ‘Real Why’ to them working with you. The 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 systems and processes to software and personnel, we’ll make sure no stone is left unturned so you can be sure of delivering a consistent level of service to your partners.
This is also where we look at how and when we reward partners for their efforts.
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 1, 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 be more important than the majority of your customers, 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 more outwardly, customer facing support?
All the materials and activities your partners can use to connect you with their audience.
From static materials like sales emails, to more immersive experiences like events.
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 almost automatically.
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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 value proposition 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!
