Rebuilding an Agency's Commercial Confidence

Lacking Confidence

TrunkBBI, one of the most successful agencies in the north of England, boasts an impressive 70-person operation and a client list that includes major brands like Greene King, Auto Trader, and Halfords. Yet, despite their scale and success, the business was grappling with a fundamental issue, a lack of confidence in their expertise.

This wasn't just a feeling; it had commercial consequences. It manifested in their involvement in flawed pitch processes where the odds were stacked against them, and the systematic underpricing of their work.

The Transformation

Recognising that this mindset was a barrier to growth, TrunkBBI engaged us to transform the capabilities of their leadership, sales, and account teams. Over an eight-week program, we delivered the Win Without Pitching 'Four Conversations' model.

This wasn't generic sales training. It was a structured approach designed to help them secure work at a lower cost of sale while maintaining higher profit margins. The team mastered four key frameworks:

A Stronger Future

The impact was immediate. After just the first session, the team experienced a fundamental shift in mindset, recognising exactly how they had been surrendering their power in client relationships.

This awareness, coupled with their new frameworks, led to a transformation in both team morale and business outcomes. They moved from "pitching and hoping" to leading the engagement.