About the Work, LLC (AtW) brings the best creative, communications, and media agencies to the attention of the brands they seek to meet and work with.
We create strong and relevant peer-to-peer relationships with prospects that consistently generate new business at an accelerated pace in both new and existing markets, with a clear and measurable return on investment.
Today, corporate leaders demand integrated marketing solutions that bring awareness to their brand, product, or service to make a significant impact on their company’s bottom line.
In turn, agencies want to get in front of brands that are courageous, innovative and seeking to engage consumers in dynamic ways. Add to the mix, a rapidly advancing digital world that has put the consumer at the center…controlling the message and the terms of engagement with brands.
Today traditional marketing models are nearly obsolete. This sea change has forced every agency to either transform or be left behind. The same can be said for how new business opportunities are created.
In this confusing and cluttered landscape, simply relying on a golden Rolodex or mention in Adweek will no longer guarantee a steady pipeline of pitches, RFP’s or RFI consideration.
It’s been my experience that too often the new business person is not a salesperson by training but a marketing or PR person or someone with bottom-line responsibilities. As a result, business development, particularly the “hunting” and expanding of contacts, becomes a secondary activity, at best.
We interview your key stakeholders and hear firsthand what they believe are your agency’s strengths, differentiators from competitors, and the kinds of brands they want to work with.
We evaluate your current messaging, marketing assets and tools and then promptly follow up with recommendations that will seek to better identify future revenue streams. And then we help you go get them.
A sales campaign begins with a list of targeted prospects (from your own files, my own leads or a list developed by utilizing my network of vendor services).
We ensure that the first impression the target has of your company is everything you want it to be and more.
Developing messaging that best describes what’s unique, creative and worth considering by the key decision-makers at the brands you want to meet.
After our start-up period and we’ve agreed on messaging and a list of prospects is in place, we email the targeted prospects with a brief introduction describing your company’s services and including an example of relevant work.
Staying in front of targets, nurturing the relationship and building the narrative by providing useful information about the agency.
Assessing and advancing an opportunity, without wasting your time, I can discuss monetary specifics and ROI with potential clients. We are adept at holding preliminary discussions regarding quantification, financials, and strategic points of pain.
We provide detailed pipeline reports with what is hot, warm, cold, etc. This is also the time during which you can discuss with us how your meetings went, which ones you closed, and or any new developments or successes in the industry.
David proved to be a valuable asset throughout his time at Mullen. He contributed to our business growth by seeking out, identifying and creating new revenue opportunities. He developed a deep understanding of the Mullen culture and persuasively conveyed it with enthusiasm and conviction. Further, he is a delightful person of uncompromising integrity. David was valued by both his colleagues and our senior management as a collaborator, a leader and a trusted representative of the Mullen brand. He's also persistent as hell, possessing a great drive to succeed for the company, his colleagues and himself.
I worked with David for five years while he was one of the key people in business development at Schwartz Communications. Ours was often a complex, technical sales process and Dave was outstanding in his ability to quickly understand a prospect's needs. He was the first contact for senior executives in companies across a wide range of industries and technologies -- from computing, networking, security and e-commerce to healthcare IT, medical devices and cleantech. Dave was so good at quickly assimilating a company's story and recommending a mix of services to them that several times a prospect expressed surprise to me that he would not be leading their account team. They assumed that he was the domain content expert. He's a complete pro and on top of that, a truly fine person to work with.
David is a tremendous colleague. He gets and sells ideas as well as anyone I've seen. He has an inherent ability to tell the story efficiently, with passion and engagement. A consummate collaborator, knows that the communications world is a diverse, complicated, extremely interesting multi-disciplinary environment that requires clarity and simplicity to navigate. He's also persistent as hell - great internal drive to succeed for himself, his colleagues and his company.
David is a poised and polished business development executive who understands how to grow a service-oriented business. I had the pleasure of collaborating with him on several new business initiatives over the years we worked together. In each opportunity, David quickly identified the prospective client's needs and helped position our team for success. He's a quick study: it didn't matter if we were talking to a business in high tech, healthcare or consumer markets, he tailored our approach and service offerings without missing a beat. Most importantly--David is not only a great business development executive, but he is also a great colleague.
In early 2019, I hired David to help me to revitalize and grow membership in MassMEDIC. He contributed immensely to our business growth by seeking out, identifying, and creating new and lapse revenue opportunities. He developed a deep understanding of our value to the Medtech community, not only in New England, but throughout the country and abroad, persuasively conveying our value with enthusiasm and conviction. David was particularly instrumental in the survival of the association during the COVID years, generously and relentlessly devoting himself to driving membership, above and beyond his contractual requirements. Further, he is a delightful person of uncompromising integrity. David is a collaborator, a leader, and a trusted representative of the MassMEDIC brand. He's also persistent as hell, possessing a great drive to succeed for the company, his colleagues and himself. I am very grateful for all his work and feel that he has been a huge contributor to this organization.