September 30, 2014
Mobile agencies face a major challenge when it comes to creating an effective business development / sales process that optimizes for both win-rate and customer acquisition cost in our nascent industry. Choose any handful of agencies to compare, and you are sure to find drastically different approaches. Some invest a substantial amount of time (and resources) upfront developing concepts & strategic direction for clients to win business. Others charge from the start to gain buy-in from the client-side in an effort to break even if the business doesn't come through. Yet another group of agencies may just pitch on experience, process, and provide a quote to lock down business with little investment from either side before the project kicks off.