Ep 143: Saying No is a Biz Dev Strategy, with Corey Quinn

On this episode of THRIVE — sponsored by E2M Solutions— Kelly and Corey Quinn discuss how saying no to non-ideal prospects is a business development strategy that allows you to scale your agency responsibly. 

Corey Quinn and I cover these points and more:

• How agencies can better serve their clients when they specialize;
• What to do when current clients ask for things outside of your agency’s expertise;
• How variability reduction in your offerings allows you to scale more efficiently; and
• Why saying no is a foundational strategy — regardless of economic cycles.

 Be sure to tune in to all the episodes of THRIVE to get practical tips on becoming a conscious leader, growing your agency, and more. Thanks for listening, and I’d love to hear your takeaways!

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Learn more about THRIVE at https://klcampbell.com/category/podcast/ and https://www.e2msolutions.com/thrive/ 

CONNECT WITH COREY QUINN:

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Website

CONNECT WITH KELLY CAMPBELL:

LinkedIn

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Work with Kelly 

Chapters

• 0:00 Saying No is a Biz Dev Strategy, with Corey Quinn
• 0:02 The importance of knowing what makes a potential new client a poor fit and saying no.
• 2:48 How to deal with the legacy clients that are still with you.
• 4:33 Why saying no to everything outside of what you are uniquely excellent at creates more value.
• 7:27 Did you also grant exclusivity in terms of the location of each of your clients?
• 9:05 Did you also grant exclusivity in terms of the location of each of your clients?
• 11:09 How scorpion broke into the business by creating separate resources that were not on the main conveyor belt.
• 14:08 How do you reduce the amount of overhead and the variability in your business so that you can grow bigger?
• 17:30 How to say no to clients that present red flags during the sales process.