From RFQs to project kickoffs, the second edition of our business development event took a deep dive into the sales process, bringing together top industry professionals to share insights, swap stories, and spark new ideas.
Sequels rarely repeat the success of the original, but the second edition of Business Unusual proved just how impactful the first event was.
On November 14, Infinum HQ in Zagreb once again became a hub for the local business development community with the only event dedicated specifically to the field. After the amazing reception of our first event, we knew there was more to explore – and this time, we turned our attention to dissecting the sales process.
Titled The many paths to landing a deal, the event brought together representatives from most local IT sales departments and featured a lively panel discussion on the topic. The panel focused on the different stages of the sales process, from handling RFQs to project kickoff, offering attendees actionable insights and real-life examples from experienced professionals in the field.
Inside the panel: navigating the sales process
Moderated by Infinum’s business development specialist Nikola Vrabec, the panel featured three seasoned professionals: Vedran Tolić, Chief Business Officer at Q agency; Domagoj Ostović, CEO & Founder of Lloyds Digital; and Ivona Miletić, CEO of Collective Mind Croatia.
Moderator Nikola Vrabec kept the conversation flowing as panelists shared lessons learned from the front lines of business development
The panelists dove deep into the intricacies of managing the sales process in digital agencies, sharing their boots-on-the-ground experience on the five key stages: handling the initial inquiries (RFQs), project scoping, preparing an offer, closing the deal, and project kickoff.
“After the success of the first Business Unusual, which focused on lead generation, it was only logical to shift the spotlight to what comes next: the journey from initial client contact to closing the deal,” explained Marko Knežević, Infinum’s Business Development Manager and one of the event’s organizers.
“As the event title suggests, there are countless ways to achieve that all-important goal in sales, and we wanted to explore how different agencies approach the process. There’s always something to learn from one another.”
Learning, sharing, and reflecting
The discussion offered plenty of learning opportunities, as the panelists talked about the tools they rely on throughout the process, shared tips and tricks for crafting irresistible proposals, and provided strategies for handling “difficult” clients and sensitive topics like pricing. They didn’t shy away from reflecting on their own mistakes and the lessons learned along the way.
While the practical insights were invaluable, perhaps the most meaningful takeaway was the sense of solidarity – a reminder that no one in the field faces these challenges alone.
“I’m really glad we now have a dedicated event to discuss these topics. Most meetups tend to focus on technology, and this side of the story often goes overlooked within the community,” said Vedran Tolić from Q. “With over ten years of experience in the field, I believe young professionals starting their own businesses have a lot to gain from these discussions. At the same time, we can all learn from one another because we’re all facing similar challenges. There’s something reassuring about knowing that.”
there’s something reassuring about knowing we all face the same challenges – VEDRAN TOLIĆ, Chief Business Officer, Q agency
For those early in their careers (and there were quite a few in the audience), the event provided not just actionable advice but also a chance to learn directly from the experiences of seasoned professionals.
“I think this is fantastic. I noticed a lot of young people in the audience, and it reminded me of when I was starting out and constantly searching for tips and tricks to help me figure things out. While IT is an open and communicative industry, it’s still hard to find concrete examples of how others approach certain challenges. Events like this, where successful companies openly share their methods and experiences, can make a huge difference,” reflected Ivona Miletić from Collective Mind Croatia.
EVENTS LIKE THESE CAN MAKE A HUGE DIFFERENCE FOR YOUNG PROFESSIONALS IN THE FIELD – Ivona Miletić, CEO, Collective Mind Croatia
The power of transparency
The interactive nature of the event created space for meaningful exchanges, not only among panelists but also between the panel and the audience. As Domagoj Ostović, CEO and Founder of Lloyds Digital, summed up:
“It was extraordinary. 10/10. I had a great time. The real value comes from having panelists who are honest, transparent, and willing to share their expertise without holding back. These are people with real experience who work in the field, and they openly give the audience insights they wouldn’t hear anywhere else. As long as you keep bringing in experts who are transparent and open, meetups like this are top-notch, world-class events.”
The real value comes from having panelists who are honest, transparent, and willing to share their expertise – Domagoj Ostović, CEO, LLOYDS DIGITAL
He added: “Sometimes, you even learn something new from the audience. One question about revenue share really made me think – it’s an idea I hadn’t considered before, but now it seems like it might make sense in certain cases.”
With around 70% of signups attending, the turnout once again confirmed the demand for these types of events in the business development community. The engagement didn’t stop at the panel discussion either – plenty of thoughtful questions from the audience kept the conversation going, with participants eager to learn more details about the topics discussed.
After the panel wrapped up, everyone stuck around to enjoy drinks, snacks and a little networking. A few business card exchanges were even spotted – because, of course, what’s a BizDev event without a bit of prospecting on the side?
What’s next for Business Unusual?
With two successful editions behind us, Business Unusual is steadily evolving into a recurring series. As Infinum’s BizDev team plans the next gathering, audience feedback from the post-event survey will also play a role in shaping the agenda. The goal, however, remains the same: to provide a space for the business development community to exchange ideas, share challenges, and learn from one another.
Think of this as just the start – we’ll see you at the next touchpoint!