Why is it that new business directors are not always getting the respect they think they deserve? Is it the management team and the fact that they don't understand what it takes to be effective with new business... or, is it that new business directors are not good leaders, not good management team peers?

I think it might be a leadership issue.

In a prospective client's eyes, the NBD is tied to the quality/relevance of the pitch -- because he/she owns the budding relationship at that point. Why would we want to turn everything over to the "pitch team" and lose the influence we've built?

Good point Brian.

We've helped many agencies hire new business directors... and in general, not enough NBDs are asking enough about the agency to confirm whether or not they can be successfu in the rolel. In particular, they need to confirm the specific resources that will be required.

In fact, once when I was interviewing with an agency where I really wanted to get the NBD role, I wrote out a job description and basic new business plan for the agency - while I was going through the interview process. I wanted to prove that I would be this "on it" in the role and I wanted to be sure there was 100% alignment on a strategy/plan.

Even before a pitch begins, there's a number of "assets" that need to be developed and managed. These help increase your ability to convert business... there should be an element of performance tied to development and managing things such as:

> Positioning: articulated in a way that is differentiating from other agencies, compelling to clients and authentic to the agency.

> Creative Brief for the Agency Brand & New Business/Marketing Efforts: based on the above.

> New Business Plan: objectives, strategy, executional details.

> Agency Website: delivers on the above creative brief and drives prospects in the door.

> New Business Tools: database software, leads sources, project management tools, etc.

> Core New Business Team: a clear understanding of who is on the "agency SWAT team." 

> Budget: how much is required to achieve the objectives? What is the expected return on this investment?

There's probably more, this is just off the top of my head.