A deck I presented to a creative agency a few years ago.

1. new|edge
Principles for Success
Wendell Simmons

2. Objectives
 Strategies For Business Development
 Principles For Working With People
 Clients
 Teams
 Senior Executives
 What I’ve Learned
 Q&A

3. Developing New Business
 Personal Networking
 Leverage relationships
 Bring references
 Network Through Groups
 Client events (MSFT CMRI)
 Industry events (CGT “Growth & Innovation”)
 Associations (VCF/TPMA “I.C.E. “)
 Becoming A Trusted Advisor
 Understanding of key business drivers
 Accountability/responsibility
 The ability to marshal resources

4. Engaging Clients
 Understand the Client
 Establish a common language
 Clarify stakeholder roles
 Question the deliverables
 Manage the Relationship
 Work to a common roadmap
 Strive for broad-based buy-in
 Develop a back-channel

5. Working in Teams
 Align The Team to The Work
 Clarify roles & responsibilities
 Set measurable goals
 Establish the work process
 Transparency Minimizes Conflict
 Agree on conflict resolution process upfront
 All POVs have merit
 Align With The Client Team

6. Interacting with Senior Leadership
 Establish The Rhythm Early
 Roadmaps Are Critical
 Be Consistent
 Lead To A Decision
 Clarify Go/NoGo vs. Prioritization decisions
 Provide actionable metrics
 Differentiate between project and process

7. What I’ve Learned (so far)
 Context Is King
 Continuously Manage Expectations
 Focus On What’s Important
 Individuals Make It Happen