If you're in charge of business development 💰 , then you’re going to want to listen to the newest podcast episode of Crossing the Axis to hear Nicholas Incorvaia's take on what motivates him to hire production companies, and what doesn’t.
Nicholas has been a leader in producing commercials and corporate marketing content for almost two decades with brands like T-Mobile and Amazon, where he currently serves as Head of Creative Operations. Nicholas is a laser-focused client-type whose commitment to reaching marketing goals is only matched by his empathetic kindness and thirst for creativity.
One of the most interesting topics in the conversation is hearing why Nicholas values learning about how you leverage your creative/strategic PROCESS to make great work.
He says learning a company’s process greatly influences his impression of your capabilities because it demonstrates logic, repeatability and most importantly, how you think about constraints.
Not only does understanding your process help him; he says it’s an effective way to sell your concepts through to the business people on the client-side who aren’t particularly creative-minded because they’re more likely to trust the methods to your madness, even if they are nervous about the creative.
He does warn however, that if you’re selling your IP-branded-secret process, then it needs to be your authentic approach and it needs to be central to how you will be working with him. In other words, don’t talk about the process unless you’re going to really use it in its entirety.
Additional reasons this conversation is REQUIRED BIZ DEV LISTENING includes learning:
Why he typically hires specialist partners over generalists?
How he finds new production companies and creative agencies?
When he hires a new partner versus a familiar one?
Why he thinks sharing your values is important?
What you can say to get him to respond to your cold outreach?
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