Across the Pond: How to grow your Insight Agency

In this last episode of Season 2, hosts Steve Henke and Paul Griffiths answer audience questions on sales tips, client management, the value of websites and CRMs, differentiating from competitors, and the role of podcasts in marketing. They share practical insights and strategies for insights agencies looking to grow and improve their client relationships. Keywords sales tips, client management, w...

In the episode Steve (Harpeth Marketing) and Paul (Client Advocates) give ideas and inspiration for how market research and insight leaders can improve and finesse their proposals, so that they increase their win-rates. Paul and Steve talk about how to most effectively structure a proposal, what can be done with the way you communicate with clients to make them more likely to commission you, what...

In this episode, Steve and Paul explore how commercial leaders and their teams in market research and insight agencies can leverage AI tools to enhance their marketing and sales processes and workflows. From content creation to client engagement, to proposal writing. We share practical tips, real-world examples, and easily applied ways to integrate AI into everyday commercial activities your agenc...

In this episode, Steve and Paul explore the importance of re-engaging with lapsed clients, talk about strategies to reconnect, and give their advice on how to leverage ongoing relationships for business growth, if you have commercial responsibility in an insight agency. They give practical tips on maintaining contact, sharing value, and turning past clients into future opportunities. Topics includ...

In this episode, Steve Henke and Paul Griffiths discuss their experiences and key takeaways from the recent CEO Summit in Miami. They explore the importance of networking, the impact of AI on business decision-making, the role of synthetic data in the insights industry, and the value of in-person events for building relationships. The conversation highlights the evolving landscape of insights agen...

In the second of our HOTSEAT 🔥episodes, it is Steve Henke's turn to be grilled by Paul Griffiths. Steve talks about the advantages and disadvantages of the seller-doer model that many insight agencies employ. He goes on to give advice, tips and tricks that will mean you get your seller-doers to be as effective as possible in the way they approach sales and client engagement. Key Takeaways: Th...

In this special HOTSEAT 🔥 episode, Steve Henke puts Paul Griffiths through his paces! Paul is grilled about the often overlooked importance of internal feedback within agencies. He highlights the irony that while agencies focus heavily on client feedback, they neglect to apply the same principles to their own operations. Paul emphasizes that feedback is a valuable and cost-effective tool for agen...

Steve Henke and Paul Griffiths discuss the pros and cons of outsourcing sales and marketing functions for market research and insight agencies. When is it beneficial to outsource, and when it is better to keep functions in-house? They also discuss the importance of understanding the disadvantages of outsourcing, including costs and communication challenges, and the need for agencies to build their...

In this episode, Steve Henke and Paul Griffiths discuss the critical aspects of key account management for insights agencies. We explore the importance of building strong relationships with key clients, the challenges posed by relying on a few large clients, and the necessity of diversifying client bases. Our conversation emphasizes the need for active account management strategies, accountability...

What do end-clients really want from their insight agencies? As Across the Pond: How to Grow your Insight Agency launches Season 2, Steve Henke (Harpeth Marketing) and Paul Griffiths (Client Advocates) share their observations and advice for what insight agencies need to do, if they really want to deliver that their clients want. Crucially, based on real evidence, interviews and conversations they...

We asked our audience for questions. And they gave us some! In Episode 10, as a Season 1 wrap-up, Paul Griffiths (Client Advocates) and Steve Henke (Harpeth Marketing) set themselves the challenge of answering questions from their audience... six questions, six opportunities to get advice and ideas about How to Grow your Insight Agency. The questions: • I'm an independent consultant with a ver...

In-person events and conferences are a rich and effective way of growing your insight agency. But too often, the ROI on them is not realised. Poor prep, average focus on the day, no follow-up. In Episode 9, Steve Henke (Harpeth Marketing) and Paul Griffiths (Client Advocates) give their advice and ideas about how to maximise the positive opportunities from in-person events. If you or your team are...

If you want to grow your insight agency, then the most obvious and immediate place to focus is with your existing clients. But that doesn't mean it is straightforward or a given. In Episode 8 of Across the Pond, Steve Henke (Harpeth Marketing) and Paul Griffiths (Client Advocates) give their ideas and advice about what is needed to win more work from existing clients. Whether it is upsell, cro...

What are the most effective low cost or no cost marketing and sales activities you can implement as a leader growing your insight agency? In this episode, Steve Henke (Harpeth Marketing) and Paul Griffiths (Client Advocates) discuss and suggest ways to boost your sales and marketing activities and impact - and they don't cost much, or indeed, anything at all! Growth at no cost... What's no...

If the insight industry could get three things for Christmas, what would they be? In this Christmas special, Paul Griffiths from Client Advocates and Steve Henke from Harpeth Marketing talk about the things that they think they like to see the insight industry get from Santa Claus, to help with agency growth this festive season. Amidst the references to Christmas carols and Paul's festive jumper (...

How do you structure your marketing and sales teams to maximise the growth of your insight agency? What's the optimal set-up that means that you get the most value from your marketing and sales activities and investment? In Episode 5, Paul Griffiths and Steve Henke talk about what they have seen work well and how to make sure your brand building and sales activation are aligned and supporting each...

How do you encourage a more commercial culture in your market research and insight agency? How can you get more conversations going, to talk about sales and marketing, to promote a growth agenda? In Episode 4, Steve Henke and Paul Griffiths talk about what they have seen work , to engender everyone in your research and insight agency to become more focused on the commercial agenda. How do you make...

In Episode 3 of Across the Pond, Steve Henke and Paul Griffiths debate how to most effectively differentiate your market research and insight agency's brand and proposition. Can you? Should you? What not to do (!) and what works most effectively to create and communicate the difference between your insight agency and the competition; so that clients and prospects see the value you create and your...

In Episode 2 of Across the Pond, Steve Henke and Paul Griffiths discuss what the biggest marketing and sales challenges facing insight agencies are, right now. They come up with suggestions and solutions for how insight leaders can deal with these, and ensure growth for their agencies.

In Episode 1 of Across the Pond, Steve Henke and Paul Griffiths talk about the three things leaders in insight agencies can do to before the end of the year to boost their growth.