Catapult Blog

New Business Advice for Agencies

16 Must-Know Prospecting Stats For Your Agency

16 Must-Know Prospecting Stats For Your Agency

Prospecting for a strong pipeline is your first hurdle in the new business process, and is...

Read more

Agency Awards To Consider In Q4
agency awards agency new business agency positioning award programs awards business development creative awards

Agency Awards To Consider In Q4

Awards are the best way to get independent feedback on the quality of your work. We understand...

Read more

8 Tips For Closing The Sale
agency business development agency new business agency sales tips for closing

8 Tips For Closing The Sale

Let’s set the scene here: You’ve managed to secure a meeting with a C-level executive for...

Read more

Four Tips to Help You Craft a Powerful Pitch For Your Agency

Four Tips to Help You Craft a Powerful Pitch For Your Agency

Your elevator pitch is the most important tool for converting strangers into clients. And guess...

Read more

4 Essentials to Sustainable Agency Growth
agency agency business development agency growth

4 Essentials to Sustainable Agency Growth

What does growth even mean? We find most agencies think growth is about adding more and more...

Read more

The Top Marketing and Advertising Associations to Join Right Now
agency associations Agency Executives agency growth agency management agency new business marketing associations

The Top Marketing and Advertising Associations to Join Right Now

As an agency owner, you’re overwhelmed. Just managing the everyday stuff – client emails,...

Read more

Agency Myth: Narrowing Your Focus Results in Missed Opportunities
agency agency business development agency focus agency growth

Agency Myth: Narrowing Your Focus Results in Missed Opportunities

You hear it all the time – brands are moving more advertising and marketing functions...

Read more

Key Takeaways From The 2019 Ad Age Small Agency Awards

Key Takeaways From The 2019 Ad Age Small Agency Awards

This was my 6th consecutive year attending the Ad Age Small Agency Awards, and it is consistently...

Read more

The 40% Rule and Why it Matters for Agency Growth

The 40% Rule and Why it Matters for Agency Growth

Agencies that follow the 40% rule are more successful in consistent growth over time. The rule...

Read more

Apply for These Agency Awards in Q3

Apply for These Agency Awards in Q3

While it’s exciting to win an award within your industry, most people question whether...

Read more

Agency myth: Summer is the worst time to prospect.

Agency myth: Summer is the worst time to prospect.

  Believing that summer is the wrong time to proactively prospect could be detrimental...

Read more

The Ultimate List of Q2 Agency Awards Your Team Should Be Applying For

The Ultimate List of Q2 Agency Awards Your Team Should Be Applying For

At Catapult, we believe today’s agencies are creating incredible work and are always looking...

Read more

5 Tips For Building Your Agency New Business Development Program

5 Tips For Building Your Agency New Business Development Program

Agency new business development is at its peak of importance for several reasons. To start,...

Read more

The Top 4 Agency Growth Challenges In 2019 – And How To Solve Them

The Top 4 Agency Growth Challenges In 2019 – And How To Solve Them

Growth is not optional. It’s essential to the survival of your agency. As the landscape continues...

Read more

3 Rules to Overcoming Sales Objections for Agency New Business

3 Rules to Overcoming Sales Objections for Agency New Business

My very first day at my very first job was as a holiday sales associate at Best Buy. The 16-year-old...

Read more

Technology Is Not the Key to Your Agency’s Success
Culture Talent

Technology Is Not the Key to Your Agency’s Success

For years there has been an ongoing race to obtain the most recent and advanced technologies...

Read more

4 Steps For Building The Ultimate New Business Funnel

4 Steps For Building The Ultimate New Business Funnel

Sometimes the odds of forecasting accurately is about as successful as flipping a coin. Aside...

Read more

On-Demand Webinar: 3 New Biz Tips To Better Connect With CMOs in 2019
webinars

On-Demand Webinar: 3 New Biz Tips To Better Connect With CMOs in 2019

Live Webinar | Register Now Hosted by Matt Chollet & Betsi Nelson When it comes to agency...

Read more

This Hall-of-Fame Football Coach’s Secret Weapon Will Improve Your Agency’s New Business Calls

This Hall-of-Fame Football Coach’s Secret Weapon Will Improve Your Agency’s New Business Calls

What happens in your agency after the new business call ends? For too many agencies, it goes...

Read more

Agency Execs: Ad Age’s Best Places to Work 2019 Is A Wake-Up Call

Agency Execs: Ad Age’s Best Places to Work 2019 Is A Wake-Up Call

The employment rate is currently sitting at 3.7%, the lowest it has been since the ’60s....

Read more

The Pre-Call Strategy That Will Always Push the Sale Forward

The Pre-Call Strategy That Will Always Push the Sale Forward

Are you dissatisfied with how your last sales discovery call went? Do you often find yourself...

Read more

10 New Business Tips From An Agency Search Consultant

10 New Business Tips From An Agency Search Consultant

New Business Directors have an ever-growing list of responsibilities and time continually serves...

Read more

The CMO Sweet Spot for Agency New Business
agency new business prospecting

The CMO Sweet Spot for Agency New Business

As the business development lead at your agency, you may already have a solid understanding...

Read more

How To Identify & Close Your Agency’s Right-To-Win Clients

How To Identify & Close Your Agency’s Right-To-Win Clients

With the rise of in-house agencies and management consultancies, your prospects have more options...

Read more

6 Can’t-Miss Events for Agency Executives in 2019
2019 events Agency Executives Events marketing conference

6 Can’t-Miss Events for Agency Executives in 2019

Ah yes, it’s the most wonderful time of the year, and I don’t mean the holidays. Now is...

Read more

The 3 R’s of Sales Email Personalization at Scale for Agency New Business

The 3 R’s of Sales Email Personalization at Scale for Agency New Business

Are your business development reps spending the right amount of time on the right targets for...

Read more

8 Qualities That Are Shaping The Modern Marketing Agency

8 Qualities That Are Shaping The Modern Marketing Agency

2018 has kept marketers at every level on their toes. We’ve created timely, culturally relevant...

Read more

4 Ways For Your Agency to Grow Organic Revenue

4 Ways For Your Agency to Grow Organic Revenue

One of the most crucial aspects of maintaining revenue growth for your agency is to build thriving...

Read more

4 Tactics That Ensure A Long, Successful Career In New Business

4 Tactics That Ensure A Long, Successful Career In New Business

As a new business professional, success lies in taking action, doing more than presiding, and...

Read more

What Brands Will Be Expecting From Their Future Agency Partners
podcasts

What Brands Will Be Expecting From Their Future Agency Partners

It’s Q4, and many agencies are strategically trying to plan out their new business efforts...

Read more

How Fishing Can Help Win Agency New Business

How Fishing Can Help Win Agency New Business

Are you finding lead generation to be a frustrating part of your work as an agency principal?...

Read more

Want to Drive Revenue Growth? Start By Transforming Your Agency’s Culture

Want to Drive Revenue Growth? Start By Transforming Your Agency’s Culture

Did you know that almost 50% of all new business efforts fail within the first six months of...

Read more

Don’t Hire Someone Else’s Network For Your New Business, Utilize Your Own

Don’t Hire Someone Else’s Network For Your New Business, Utilize Your Own

Any agency owner that has gone through the task of hiring a New Business Director has surely...

Read more

The Trick to Making Cold Calls Work For Your Agency

The Trick to Making Cold Calls Work For Your Agency

When it comes to cold calling, the most significant aspect is to be unique. Decision makers...

Read more

Agency Owners: You Can’t Put Your Creatives Into a Business Development Box

Agency Owners: You Can’t Put Your Creatives Into a Business Development Box

“We’ve recruited agency new business people for years with limited degrees of success.”...

Read more

Your Agency Needs to Adopt This New Business Tool Immediately

Your Agency Needs to Adopt This New Business Tool Immediately

Your agency’s new business program needs a repeatable, scalable, and importantly, personalized,...

Read more

Why Your Group Account Director Is Not Your Agency New Business Director

Why Your Group Account Director Is Not Your Agency New Business Director

Just because your Group Account Director excelled in helping win the pitch, doesn’t mean...

Read more

How Much Does New Business Cost?
podcasts

How Much Does New Business Cost?

I get asked every day by agency principals, “If I begin proactive outreach for the first...

Read more

On-Demand Webinar: What Drives Value in the New World of Marcoms M&A
agency new business webinars

On-Demand Webinar: What Drives Value in the New World of Marcoms M&A

As an agency executive, you need to know what is happening in the industry from an M&A...

Read more

5 Brutally Honest Reasons That Your Agency’s Outbound Prospecting Isn’t Working

5 Brutally Honest Reasons That Your Agency’s Outbound Prospecting Isn’t Working

I would love to start off this blog on a positive note, but the fact is every day I speak with...

Read more

3 Key Takeaways from the 2018 Ad Age Small Agency Conference

3 Key Takeaways from the 2018 Ad Age Small Agency Conference

This year was my 5th consecutive year attending the Ad Age Small Agency Awards. Since my first...

Read more

Does Your Agency’s Thought Leadership Pass this Test?
agency agency content agency new business

Does Your Agency’s Thought Leadership Pass this Test?

            Content marketing and thought leadership continue...

Read more

5 key points to warm up your cold emails

5 key points to warm up your cold emails

5 Key Points to Warm Up your Cold Emails Most people shy away from sending cold emails to strangers...

Read more

5 Essentials of an Effective Voicemail for Agency New Business

5 Essentials of an Effective Voicemail for Agency New Business

One overlooked business development skill is: leaving a voicemail. Without effective voicemails,...

Read more

Webinar: Why Your Content Doesn’t Drive New Business
webinars

Webinar: Why Your Content Doesn’t Drive New Business

Do you know the difference in good and bad content for new business? More importantly, can...

Read more

It’s Okay To Be Different: Positioning Your Agency to Stand Out from Competitors
agency new business agency positioning unique value proposition

It’s Okay To Be Different: Positioning Your Agency to Stand Out from Competitors

It’s OK to be different.  When it comes to your agency’s new business program, differentiated...

Read more

Does your agency have business development in it’s DNA?
podcasts

Does your agency have business development in it’s DNA?

You don’t have to be a geneticist from Harvard to know if Business Development is in your...

Read more

Setting your pace – Lead or Lag?
agency agency business development agency growth agency new business email marketing

Setting your pace – Lead or Lag?

If new business is a race, would you say it’s better to spend your time looking forward or...

Read more

Before you hire your next Business Development Director make these commitments
agency agency business development agency positioning business development business development director content creation marketing automation staffing

Before you hire your next Business Development Director make these commitments

If you were a baseball manager, would you send your best hitter to the plate without a bat?...

Read more

(Webinar) Social Media Isn’t Working for Ad Agency New Business
agency new business webinars

(Webinar) Social Media Isn’t Working for Ad Agency New Business

If your agency’s social media participation isn’t developing new business leads, it’s...

Read more

How groupthink just killed your agency new business goals
agency agency new business agency positioning new business podcasts

How groupthink just killed your agency new business goals

Two minds are better than one.  At least that’s how the old saying goes.  But what happens...

Read more

New business is a race:  Don’t stop for a water break in the summer
agency agency business development agency new business business development marketing automation proactive

New business is a race: Don’t stop for a water break in the summer

Think of the calendar year and new business as a race.  January 1st is the starting line and...

Read more

(Webinar) Mandatory Technology for Agency New Business
agency agency sales stack agency technology business development new business webinars

(Webinar) Mandatory Technology for Agency New Business

Most agencies are running their new business programs with as few human beings as possible....

Read more

Interactive calculator for your agency’s new business pipeline needs
agency business development agency growth new business pipeline calculator

Interactive calculator for your agency’s new business pipeline needs

Here at Catapult we are all about understanding our agency’s prospecting and pipeline needs....

Read more

Focused consistency powers agency new business
agency content agency new business business development new business content

Focused consistency powers agency new business

If you have ever spoken to an agency new business consultant, they would all tell you that...

Read more

(Webinar) So many agencies.  So little difference.
agency business development agency growth agency new business agency positioning agency website Marketing webinar

(Webinar) So many agencies. So little difference.

Is your agency truly unique?  Or are you one of the thousands of agencies selling the same...

Read more

Building a new agency website?  Don’t stop your Business Development!
agency management agency website business development new business growth

Building a new agency website? Don’t stop your Business Development!

Websites are revenue generators; in fact, I’ve written about it before.  If you’re like...

Read more

(Webinar) How to Build a Predictable Pipeline
webinar

(Webinar) How to Build a Predictable Pipeline

Ever struggle to predict exactly how much new revenue your agency will be bringing in next...

Read more

Cost Is Not Why You Lost
agency management

Cost Is Not Why You Lost

In our most recent webinar, Chris Martin from Advertiser Perceptions went through some interesting...

Read more

(Webinar) What’s Driving the Agency Selection Process
agency management new business growth webinar

(Webinar) What’s Driving the Agency Selection Process

Agencies win more business when they can better connect to the marketing decision makers they...

Read more

Mandatory Technology For Winning More Agency New Business
agency technology new business growth technology technology stack

Mandatory Technology For Winning More Agency New Business

So you want to take your new business development game to the next level? Well, you better...

Read more

Your Agency Website is a Revenue Tool, Not an Experiment for Creative
agency management agency new business agency website creative marketing tips

Your Agency Website is a Revenue Tool, Not an Experiment for Creative

There’s a saying around our office that if you look at a company’s website, and you can’t...

Read more

Why Agencies Need to Live By The 40% Rule
agency agency client agency growth agency new business Marketing new business growth

Why Agencies Need to Live By The 40% Rule

Every well-run agency is consistently looking at their mix of clients and where their revenue...

Read more

(Webinar) Driving Agency Growth and Building Value Before the Sale
acquisitions agency agency acquisitions agency growth agency management agency value Marketing mergers new business growth webinars

(Webinar) Driving Agency Growth and Building Value Before the Sale

As an agency executive, it’s important to always have options for the future. If 2017 is...

Read more

Waiting for Referrals Will Kill Your New Business Efforts
agency agency business development agency growth agency new business Marketing marketing tips new business new business growth referral referrals

Waiting for Referrals Will Kill Your New Business Efforts

At some point, every new business person has been presented with this situation: A prospect...

Read more

Time of Day Matters in Business Development
agency agency business development business development business development schedule Marketing new business growth Sales timing

Time of Day Matters in Business Development

“How do I get more hours to devote to business development? I can’t give you more...

Read more