From Weak Cold Calls to Authentic Connections with Rich McHardy

Higgle: The B2B Sales Club

The McHardy Collective is a portfolio of independent studios, agencies, consultancies and creative technology companies. Founder Rich McHardy supports the leaders of those firms with new business generation and growth by joining the dots between them and prospects looking for creative support in areas such as content creation, live experience delivery, digital UX, audio, client relationship consultancy and culture.

Prior to launching The McHardy Collective in 2012, Rich spent 15 years sharpening my business development skills for several leading international agencies, including 5 years at WPP.

In this conversation, we hear about Rich’s story from overcoming phone anxiety to mastering business development. He shares his expertise on shifting from traditional cold calling to modern strategies focused on authentic networking and relationship building. We discuss the importance of nurturing individual strengths within agencies and explore the strategic use of referrals, packing this episode with advice for agency leaders looking to expand their client base through genuine connections.

Topics covered during this episode include:

• How mental health challenges are prevalent in the business development industry.
• The Guinness World Record that Rich has received, related to mental health.
• How transitioning from cold calls to networking builds genuine business relationships.
• Why preparation and listening are crucial for transforming cold calls into warm interactions.
• How strategic use of referrals can avoid the usual pitfalls of cold calling.
• The concept of "afters" and how it enhances client relationships.
• How agency leaders can expand client bases through authentic relationship-building.
• Why not every team member should be expected to generate leads.
• How asking team members about their expertise can aid business development.
• Why Rich emphasizes community and support in the often solitary field of business development.
• How attending industry events is key to building professional relationships.
• Why a generous networking approach benefits both personal and business growth.
• How business developers can identify key moments to introduce experts.
• Why aligning agency strengths with potential clients is essential for successful connections.

Rich McHardy on LinkedIn: https://www.linkedin.com/in/themchardycollective/