Prospecting Outreach That More Effectively Opens Doors

Prospecting Outreach That Effectively Opens Doors

Agency prospecting specialists, Bonnie Buie and Eric Brown, reveal what it now takes to get in the door with prospects. They have spent much of their careers on the front lines of developing sophisticated outreach programs for agencies and are ready to share their knowledge over a 45 minute session designed to get prospects to speak with you.

Bonnie and Eric outline the key sales messaging strategy what it now takes to get clients to engage, including a look at email and creating the right format to engage a brand marketers by phone. You can expect to walk away with practical strategies that you can begin using immediately to drive more conversations today.

Once you fill out the form, a recording will also be sent to you via email.

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How Today’s Economic Factors Drive Changes in Buyer Behaviors

How Today’s Economic Factors Drive Changes in Buyer Behaviors

Time kills deals.

Every new business person feels this statement in their bones. They all walk a fine line of pushing to get a new client on board while remaining patient. Most hate to be considered pushy. Given the current state and trajectory of the market though, prospects are going to ask for and take extra time to think and decide before taking action on signing a new agency. In fact, what we have seen in the past and are already seeing this summer is a change in how buyers make decisions.

Slower decision-making does not need to slow down your sales process

With budgets being reconsidered, revenue projections changing, and more scrutiny around every dollar spent, it’s no surprise why the buying process for services is slowing down. In a recent study by Forrester, they found that 43% of business buyers said they would “reduce the number of suppliers they use.” This stat should give any salesperson a bit of a pause, both anxiety over churn and excitement for opportunity. So what does this mean for you and your agency?

It means that you must be thoughtful in engaging prospects and clients. The process will take longer, so you need to be prepared for that mentally and with your own processes. It also means that you can’t just rely on one key touchpoint or interaction. You need to create a process and system that will keep you in front of your prospects, even if they aren’t ready to buy today.

Supporting their buying journey

The best way to do this is by helping and providing value in every interaction. Whether that’s sending them an article you think they would find interesting, or sending them a point-of-view (POV) on an industry trend, make sure that your interactions are about them and not just about trying to make a sale.

New Business people also need to be ready to ask the tough questions about their prospect’s buying process. It can sometimes be an awkward conversation, but the way people have signed an agreement in the past with a small group or single decision-maker is probably not going to be the case in the current market.

Here are some questions all should ask before you get too deep in the sales process:

  • How has your buying process changed over the last 60 days?
  • Who should we include in a review of these proposals?
  • Is there any customization I can provide on your Statement of Work (SOW) or Proposal that will better help you sell this to your team?

The key behind these questions is to make sure you are coming along the same side of the table as them to help them better understand, represent, and sell your service to the rest of their team. You don’t want to give the impression that you are bypassing them as the decision-maker. Instead, you want to help them come prepared to sell this to the collective buying group. By being prepared for a longer sales process, better understanding their decision process, and by being helpful and consultative at every interaction, you will be in a much better position to win new business…even in an uncertain market.

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Agency Insights: Market Shifts and Navigating the New Economy

Agency Insights
If there’s one word that describes 2022, it’s inflation. It’s affecting everything and everyone. It’s sucking the air out of the staggering growth that most brands and agencies have become accustomed to in the past 24 months. If you’re like most, 2022 started fairly strong but by the end of Q1 momentum started slowing.

This isn’t the Bear Market of March 2020

We all remember the circuit breaker days of the market falling off of a cliff in March of 2020. It was a panic-inducing few days that felt like years. It didn’t even qualify as a bear market and in hindsight was just a few really down days. It sparked the most rabid bull run that seemed to have no end.

By the end of 2020 agencies started reaping the benefits of that bull run. 2021 was marked by record-breaking growth for most. Outbound, inbound, referrals – new business was everywhere. The biggest problem was how to staff all the new business.

The bull run has indeed ended and there are no stimulus plans on the horizon.
Until inflation is under control, the plan is to cool the economy not stimulate it. It takes time so the present market we are in is likely not going away in the near future.

A Well-Rounded Outbound and Inbound Strategy is More Important Than Ever

There have been fewer RFPs this year compared to last year. After Russia invaded Ukraine and supply chains were disrupted, there seemed to be an unspoken pause in the market. Everyone was waiting to see if the problem was temporary or if there was a downturn looming. Consumers were still spending like they were in 2021 and then April came around and reality set in that the downturn was real. The silver lining is now that the situation is clear, brands are starting to make decisions again. It’s not anything like 2021, but brands are putting strategies and dollars in place to address the market we find ourselves in.  As an agency, a strategic outbound strategy has never been more important. It’s part of any good business strategy, but it acts as a hedge in downtimes. If your clients pull back on spending or fall off stating the economy, having a robust funnel of opportunities to backfill that revenue is crucial.

Brands Are Hungry For an Expert to Help Them Navigate This Environment

The one thing this market does have in common with March – October 2020 is volatility. Target is a perfect picture of that volatility. They missed their Q1 earnings for the first time since 2018….by a whopping 29%. They reported on May 18, 2022 and when asked by an analyst at Barclays why they didn’t give a pre-announcement that it was going to be this bad on analyst day just 2 months earlier on March 1st, Brian Cornell their CEO replied, “as we stand in front of you and others in March, we did not anticipate the rapid shifts we’ve seen over the last 60 days. We did not anticipate that transportation and freight costs would soar the way they have as fuel prices were then risen to all-time highs. While we were certainly anticipating the impact of overlapping stimulus and our consumer and guest returning to more normal activities, we did not expect to see the dramatic shift in many categories that we’ve talked about, the shift from categories like TVs to luggage, from small appliances to toys, and guests celebrating being out with friends. That certainly impacted our business in the first quarter, and we expect that to continue in Q2. And we certainly didn’t anticipate the impact that would have on our supply chain costs. So, things changed rapidly after we sit on stage in New York. We own that. It’s what we’re adjusting as we build our plans for the balance of the year.”

Brands are looking for agency experts to help them navigate the volatility. POV thought leadership pieces and problem/solution pieces go a long way in this market. Because of the volatile conditions, the needs are changing at a rapid speed. Your outbound messaging needs to change as the landscape changes. Focusing concise messaging to your Right to Win categories will land you new opportunities to thrive in a down market.

What’s Your Right to Win?

Right to Win is defined as the prospects/brands that best fit your prospective client profile of a perfect client. Whether it is focused on an industry, size company, regional location, etc. They are a brand that essentially should have been a client yesterday because there is no other firm more qualified or set up to work with them to achieve their marketing goals.

Here’s how using Right to Win can get your 2022 really booming in the 2nd half of the year:

1. Right to Win clients close faster

This is because they are brands you are familiar with, you understand their business at an intimate level, and the brand most likely recognizes that expertise because of your team’s language, pitch, and website focus. Faster deals mean more growth and profitability.

2. Pitch when you are the front runner

Pitching is far from an exact (or even fair) science. It is a costly and timely process that can pull your team’s focus to a project that, potentially, you never had a chance to win in the first place. Unfortunately, you do not know that until the end of the pitch, so let’s be sure we are only pitching those that we know are the front runners, or in the case of proactive outbound pitching, are the only ones pitching.

3. The right clients maximize all areas of your business

The inbound are low-hanging fruit and the revenue feels like it’s just right there, only we know from decades of experience that taking a client because they generate revenue, rather than them being our strategic best fit can have many unintended consequences on profitability, churn levels, and employee engagement. Right to Win clients are set up to maximize profit, reduce churn, and increase employee engagement…don’t settle for revenue, aim to maximize everywhere.

Brands Are Hungry For an Expert to Help Them Stand Out

While there is a lot of talk about recession, Auto is the vertical that has hit recession-level declines. Most verticals are still spending and will be planning and spending more than they did in the previous quarter. Now more than ever, brands want to hear from an expert that understands them and can help them stand out in a meaningful way. It’s time for your agency to focus on that expertise and drive those Right to Win clients right into your agency’s open arms.

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Recap of Strategies from the Mirren New Business Conference

Recap of Strategies from the Mirren New Business Conference

We heard a lot of things this year at the Mirren New Business Conference. Aside from all of the excitement and thankful words about being at a conference in person, there were some very consistent (and important!) messages being sent from the myriad of expert speakers about new business strategies to grow your revenue this year. 

Here were some of the key new business strategies we enjoyed this year:

Pacing outbound sales efforts

Outbound sales takes time. If you want to build a proactive pipeline of opportunities that you have the highest likelihood to win you’ll need to treat this like a marathon, not a sprint. If you are looking at new business in 3-month segments, you aren’t ready for a new business program. You should be viewing new business in 18-month plans. Agencies that have been really successful have built their process and plans around this 18-month timeframe. Remember, planting a garden on Monday doesn’t feed your family on Tuesday, so continue to tend your garden, expand it, and in time you will reap the rewards.

Recruiting top talent

New Business is key to retaining and recruiting talent. During the Great Resignation, what could be more important than finding great talent to work at your firm?  Driving positive, exciting new business will not only help your revenue and bottom line, but it will help ensure that people actually want to build their careers with your team.

Diversifying your client base

Q1 and Q2 have been slower for many, and you are not alone in feeling like inbound pitches have slowed from what we all saw in 2021. While we have seen reports that brands continue to plan to spend more in the 2nd half of 2022, many have felt the crunch of stalled projects and reduced scopes. It’s time to further diversify your client base to protect against these forces.

Expanding work with your current client base

Organic growth can be proactive as well. You don’t have to wait until a client tells you they need more, you can help them find new solutions that expand on your scope of work. The agencies that really separate themselves from the pack are the ones that not only win a piece of business, but they consistently grow that piece of business throughout the years.

Staying in front of your prospects

“Brands are always looking, but you never know when they are actually looking”. A confusing sentence to be sure, but the point is, you always have to be there if you want a brand to find you. There are no days off when it comes to new business and keeping your agency in front of the brands that you most want to connect with.

Building your lead gen engine

There are a lot of channels for growth, outbound does not work alone. Inbound can define who you are because in order to have an effective inbound program you have to create specific, valuable, expert content that will attract the exact types of prospects that you want to work with.

Acing the discovery call

The objective of your new business call is not to sell your prospects, but simply to learn enough to get to the next meeting. People want to work with people they like, and what people like are people who listen to them and understand their problems.  Two ears – one mouth…use that ratio when deciding whether you talk or listen at that first new business call.

Taking on project work

Be willing to earn the right to the retainer…many agencies want to jump right into the marriage, they want the Agency of Record (AOR) and retainer relationships, but there are many brands that just don’t have those needs immediately. Allow yourself to be open to projects that can organically grow into those retainers in the future.

 

These are just some of the highlights from Mirren Live in Kansas City this year. While Catapult has always been at the forefront of proactive new business strategies, it was exciting to hear agency experts of all sizes continue to reinforce the value that proactive sales can offer to agencies. Want to continue learning more about proactive new business development? Join Catapult’s email subscription Insights with Catapult to receive monthly content like this one. 

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Winning Your Next RFP: Get on the Brand’s Winning Shortlist

Winning Your Next RFP

Many times when a brand releases a Request For Proposal (RFP) to the public, they already know who will win their business. This often-overlooked fact will keep you from getting on their shortlist. 

Brands come up with an RFP after conversations are started around problems they’ve experienced internally. They’ve already talked to agencies, and these conversations are much less formal than a pitch, giving those agencies who started these talks early a winning chance before you even see the RFP. 

So how can you get on the brand’s shortlist before an RFP is released? It takes months of build-up to get in front of the RFP process, but with a proactive and consistent approach, you can save resources and turn out a higher win rate for your RFPs. 

Before going into another pitch, it’s a worthy exercise to answer these three questions first:

  • Which RFPs do I have a right to win?
  • What can I do to get in front of brands before the RFP goes to bid?
  • Is there a way to win the bid before the RFP is out?

You can watch the webinar here or keep reading to learn more. 

Which RFPs do I have a right to win?

The first question you need to ask is whether you fit the profile the brand is looking for. Many RFPs include specific employee numbers to gauge size or capabilities along with questions around vertical or industry expertise. Before jumping in and dedicating the time and resources it takes to submit an RFP, make sure there is a real problem you can solve first.

Brands are doing their own research:

  • 85% are conducting their own research before contacting a potential agency partner.
  • 85% seek industry experience.
  • 78% investigate 5-10 agencies before compiling a shortlist.
  • 67% look at case studies.

You have a Right to Win when you can meet the capabilities, staffing needs, and expertise in a given area. Draw those boundaries firmly and stick to them. You will improve your win rate just by doing this. 

What can I do to get in front of brands before the RFP goes to bid?

To get in front of the line, you have to meet brands when they are in problem-solution mode. This is when they know there is a problem within their brand and have clearly identified this, but have not framed out a solution for it. That is when you want to start conversations so when the brand does go to RFP, you’re in the room to pitch or you’ve been hand-picked and the RFP is simply a formality to winning the business. 

Think of the day brand marketers have – jumping from one meeting to another while balancing their day-to-day workload and addressing problems the company is facing across all departments, from digital transformations to the next TikTok trend. In between all of this, wouldn’t you want to talk to an agency that is proactively coming up with solutions to your problems?

A proactive approach to new business development will look different from the response-based approach. In an RFP pitch, you can expect the solution to be clearly articulated, but when you’re proactively having conversations your first meetings are intended to uncover problems the marketing team is facing. From here, you can begin to create the outline of a solution and share this with them when the timing is right.

Is there a way to win the bid before the RFP is out?

The short answer is yes, absolutely! But it will not happen overnight. A successful new business development director will understand how to navigate the sales process while maintaining a positive relationship. Because ultimately, they will know that timing is the biggest factor in closing a new deal than any other metric.

How many times have you lost a pitch and heard the client share that they liked your ideas but had to go with someone else? Many people would call this a loss, but it’s an opportunity to keep a door open. Whether that door is opened because you lost an initial pitch or through other avenues, there is always a chance to win another deal when the timing is more suited. So how do you keep up with the brand over time?

A sales leader should keep in touch with the brand in an authentic way, and continue to learn about the problems they are facing. This consistency will keep you in the loop when the next RFP goes to bid, and when it does, they will have you in mind when creating the specific criteria needed to win. 

Get more insights like this from Catapult and Winmo in this webinar where we share Secrets to Beating the RFP Process.

Getting Started With Lists

 

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On-Demand Webinar: Secrets to Beating the RFP Process

Secrets to beating the RFP process

Many times when a brand releases a Request For Proposal (RFP) to the public, they already know who will win their business. Brands come up with an RFP after conversations are already started around problems they’re experiencing internally, and have talked to agencies about that problem. These initial conversations are much less formal than a pitch but can lead to the RFP process. So how can you get on the brand’s shortlist before an RFP is released?

It takes months of build-up to get in front of the RFP process, but with a proactive and consistent approach, you can save resources and turn out a higher win rate for your RFPs.

In this webinar, Catapult and Winmo share strategies and tactics to beat the RFP process.
The following questions are discussed:

Which RFPs do I have a right to win?
What can I do to get in front of brands before the RFP goes to bid?
Is there a way to win the bid before the RFP is out?

These questions are answered during the recording, but you can submit your questions through the chat and the Catapult team will be able to respond in real-time.

Getting Started With Lists

 

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The Discovery Call: Your Chance to Uncover An Exclusive Opportunity

The Discovery Call: Your Chance to Uncover An Exclusive Opportunity

A discovery call is the first of many conversations and can be defined as a time to uncover where your prospect is in their buying journey. Before guiding the conversation toward services or capabilities, you need to first meet them where they are.

On a successful discovery call, the prospect asks 8-10 questions on average. With about 30 minutes scheduled, what do you do with the rest of the time to make sure the call is successful?

What Makes a Discovery Call Successful?

A great discovery call will allow the prospect to do most of the talking, provide you with insights needed to navigate the deal further down your pipeline, and open the conversation up for those opportunities. In the end, you want the prospect to ask for a follow-up conversation. Getting that meeting scheduled before hanging up the call is the best scenario you could have. The whole goal is to get to that next meeting, but the first objective is to figure out if this is a fit, not just for the prospect, but for you as well. If it’s not, don’t be afraid to be honest about that.

Before going into your next discovery call, prepare yourself for the questions that you want to ask, but more importantly, be prepared to answer their questions. It’s hard to know exactly what will get asked, but you can anticipate these through preparation.

These are the top questions Catapult receives from agencies who are scheduling a discovery call for the first time:

  • What is the difference between meetings with inbound vs outbound leads?
  • How do I prepare the team before meeting with a prospect?
  • How can I use Winmo to prepare for these calls?

Eric Brown
VP Client Engagement at Catapult

“These are important foundational questions because not only does it make you think about your overall strategy for the call, it’s also giving your team a method to assess what kind of information you want to pull out of your prospect. Prioritizing what you need from this first call and helping the team prepare will really ensure you ace it.”

What is the difference between meetings with inbound vs outbound leads?

There is a big difference between inbound and outbound leads. Think of it as warm vs cold. Inbound is coming in through a relationship referral, your website, or they’ve reached out and connected with you because they want to hear more regarding your capabilities. There is already a specific need or project in place, and the conversation revolves around that.

An outbound lead is a conversation that you asked for, and the client likely won’t have a specific project or criteria defined. That presents a challenge when you’re wanting to win new business because it’s not as simple as sharing your capabilities deck. You have to uncover a problem that they have not yet acted on. So the main difference is that there isn’t a project or Agency of Record need to be scoped out yet.

How do I prepare the team before meeting with a prospect?

The first rule of a discovery call: don’t share your capabilities deck. If you’re in the habit of jumping on a discovery call and immediately sharing your screen and walking through all your capabilities and background on your agency, you’re missing a huge opportunity. Is this the best way to connect with the person on the other side and understand the pain points they’re experiencing?

The short answer is no. So how do you prepare for the unknown? You do this by researching the brand and prospect. This will allow you to uncover their pain points slowly without hard selling your services. These are a few places to start your research:

  • LinkedIn connections and posts.
  • News articles and industry updates.
  • Data around media spend, revenue, ad targeting, etc.

Knowing what is impacting the company and what they’re doing in the market now will help you anticipate some of those questions you’ll get asked. Oftentimes you are not the only one on the call though from your agency.

Preparing team members for the call takes some extra time, but it always pays off. In these cases, creating a meeting brief with the information above organized and call details added will help everyone get on the same page. In the brief, you should try answering these kinds of questions:

  • Has the brand launched a new product or service recently?
  • Is there new funding or shifts in their marketing budgets?
  • What kind of influence will the attendees on the call have?
  • Does the agency experience match the brands’ niche?

How can I use Winmo to prepare for these calls?

Winmo is an incredibly powerful tool, there are a ton of insights and a wealth of data that will help prepare the team before a discovery call. These are some of the key features Catapult uses to prepare a brief for its clients.

Carolina Gastley
VP of Client Services

“I look at the company page pretty regularly. The information here shows me where the company stands, and I make sure that I know what additional products or brands the company might have under its portfolio. I also look at who their current agency partners are and what services they might already offer to the brand. The most important place I look at though is revenue and media spend to make sure their spending level aligns with my goals. Making sure this relationship is the right prospect fit based on what kind of revenue they’re working with is just as important.”


Andrew Orlando
Director of Client Engagement

“WindmoEdge is a really nice tool. This is company news that focuses on marketing spend, CMO shifts, and campaigns. This tells me what’s going on, whether they got a round of funding or they acquired a brand. You never want to get caught on a prospect call and hear them share the news that’s already happened. You might hear something like ‘I’m not sure if you saw that in the news’ and that shows you were not prepared, so don’t be that person. You want to be on top of it and know what’s going on with the brand that you’re speaking with.”

 

You never want to be surprised. You want to be a leader, guiding the conversation. Ask questions that you already know the answers to because you’ve done that research ahead of time. It’s an informed question that shows your competency and really brings value to that conversation in their mind.

Hear more from Catapult in this webinar where we share best practices on not just knowing when the call was successful for you and the prospect, but how to keep the conversation going long after the call has ended.

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On-Demand Webinar: You got the meeting. Now What?

You Got The Meeting. Now What?

A discovery call is the first of many conversations and can be defined as a time to uncover where they are in their buying journey. Before guiding the conversation toward services or capabilities, you need to first meet them where they are.

On a successful discovery call, the prospect asks 8-10 questions on average. With about 30 minutes scheduled, what do you do with the rest of the time to make sure the call is successful?

A great discovery call will allow the prospect to do most of the talking, provide you with insights needed to navigate the deal further down your pipeline, and open the conversation up for those opportunities. In the end, you want the prospect to ask for a follow-up conversation. 

In this webinar, Catapult shares best practices on not just knowing when the call was successful for you and the prospect, but how to keep the conversation going long after the call has ended.

 

Join this webinar to learn:

What is the difference between meetings with inbound vs outbound leads?
How do I prepare the team before meeting with a prospect?
How can I use Winmo to prepare for these calls?

These questions are answered during the recording, but you can submit your questions through the chat and the Catapult team will be able to respond in real-time.

Getting Started With Lists

 

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Q&A: How Do I Get More Meetings Through Proactive Outreach?

How Do I Get More Meetings Through Proactive Outreach?

Research shows that brands are looking at not only capabilities but industry expertise and case studies before compiling a shortlist of agencies to work with. To be in the best position to win new clients, agencies need to find their Right to Win. Before pulling your next prospecting list, identify who will put you on their shortlist and set yourself up for better opportunities to win.

By answering these three questions, you will see more success from your new business development efforts:

  • What is your Right to Win?
  • How do you qualify your Right to Win?
  • How do I find my Right to Win in Winmo?

What is your Right to Win?

Right to Win really means that you can easily prove to a prospect why they would choose you over a competitor. That you can easily prove your value to them. This may come from the capabilities of your agency or the talent and backgrounds on your team. Identifying your right to win is important before pulling a prospect list because you want to make sure that you’re making the most of your business development efforts, as well as making sure that you’re putting yourself and your business in the best possible position to succeed when you’re going into a meeting.

It comes down to making the most of your time and putting your efforts into the right place. If you don’t start with that foundation, you can meet and pitch your business to clients who won’t see the value in working with you. And ultimately, you won’t be able to win that business. Hence the term “Right to Win”.

How do you qualify your Right to Win?

When brands are looking for a partner, a lot look at case studies, which ties into your industry experience and the work that you’ve done. Those are two big factors. Brands are doing the research before even meeting with you. So if you put yourself in the shoes of the prospect and you go to your website, would you want to meet with yourself? You have to ask those kinds of questions.

Research shows that brands are looking at information like this when considering whether or not to work with you:

  • 85% of prospects are conducting their own research before contacting a potential agency partner.
  • 85% seek industry experience.
  • 78% investigate 5-10 agencies before compiling a shortlist.
  • 67% look at case studies.

How do I find my Right to Win?

Using a sales prospecting tool is the best way to efficiently and effectively identify those Right to Win accounts. Not all data is created equal though. When evaluating sales prospecting tools, you will want to know how they are sourcing their data, what types of industries and companies you will find, and what other data points you will have access to.

Some teams choose to take an account-based approach, and that will affect which contact data provider you choose. For this, you’ll want a data provider that connects the dots between brands, agencies, and executives – knowing the entire buying committee is key. Supplementing this data with insights will also help narrow down the right target accounts to include.

Winmo allows you to do this, and there are a few favorite features the Catapult team uses regularly for prospecting.

Megan Gehrich, Business Development Director

“In Winmo, each contact page has their profile, but when you download a list you can find each contact’s LinkedIn URL. This makes it really easy to write a personalized email. It’s a feature you can use every day to save time and make targeted outreach a lot easier.”

 

Andrew Orlando, Director of Client Engagement

“Looking at prospect indicators is another Winmo-favorite. Insights including planning and buying periods, accounts that are getting funded, and more give peaks behind the curtain that are so valuable for targeted prospecting.”

 

 

In this webinar, Catapult and Winmo share the first steps to take before prospecting and pitching your capabilities to brands. You will walk away from this webinar with a strategy and an action plan. Winmo demonstrates how to pull a prospecting list using the steps outlined in order to have the best chance at winning your next client.

Getting Started With Lists

 

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On Demand Webinar: Getting Started With Lists

Getting Started with Lists Webinar

Research shows that brands are not only looking at capabilities but industry expertise and case studies before compiling a shortlist of agencies to work with. To be in the best position to win new clients, agencies need to find their Right to Win. 

In this webinar, Catapult and Winmo share the first steps to take before prospecting and pitching your capabilities to brands. You will walk away from this webinar with a strategy and an action plan. Winmo demonstrates how to pull a prospecting list using the steps outlined in order to have the best chance at winning your next client. 

These questions are answered during the recording, but you can submit your questions through the chat and the Catapult team will be able to respond in real-time. 

Questions answered in this webinar include:

What is your Right to Win?
How do you qualify your Right to Win?
How do I find my Right to Win in Winmo?

Getting Started With Lists

 

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Prospecting Outreach That More Effectively Opens Doors

Prospecting Outreach That More Effectively Opens Doors

Agency prospecting specialists, Bonnie Buie and Eric Brown, reveal what it now takes to get...

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How Today’s Economic Factors Drive Changes in Buyer Behaviors
agency agency business development agency growth agency new business strategy buying behavior economic downturn lead gen new business trends pandemic prospect

How Today’s Economic Factors Drive Changes in Buyer Behaviors

Time kills deals. Every new business person feels this statement in their bones. They all walk...

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Agency Insights: Market Shifts and Navigating the New Economy
agency agency business development agency growth agency new business strategy conferences lead gen mirren new business trends prospect

Agency Insights: Market Shifts and Navigating the New Economy

If there’s one word that describes 2022, it’s inflation. It’s affecting everything and everyone....

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Recap of Strategies from the Mirren New Business Conference
agency agency business development agency growth agency new business strategy conferences lead gen mirren new business trends prospect

Recap of Strategies from the Mirren New Business Conference

We heard a lot of things this year at the Mirren New Business Conference. Aside from all of...

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Winning Your Next RFP: Get on the Brand’s Winning Shortlist
agency business development agency prospecting discovery call outbound strategy

Winning Your Next RFP: Get on the Brand’s Winning Shortlist

Many times when a brand releases a Request For Proposal (RFP) to the public, they already know...

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On-Demand Webinar: Secrets to Beating the RFP Process
agency agency business development agency prospecting discovery call outbound leads outbound strategy prospecting webinar

On-Demand Webinar: Secrets to Beating the RFP Process

Many times when a brand releases a Request For Proposal (RFP) to the public, they already know...

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The Discovery Call: Your Chance to Uncover An Exclusive Opportunity
agency business development agency prospecting discovery call outbound strategy

The Discovery Call: Your Chance to Uncover An Exclusive Opportunity

A discovery call is the first of many conversations and can be defined as a time to uncover...

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On-Demand Webinar: You got the meeting. Now What?
agency agency business development agency prospecting discovery call outbound leads outbound strategy prospecting webinar

On-Demand Webinar: You got the meeting. Now What?

A discovery call is the first of many conversations and can be defined as a time to uncover...

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Q&A: How Do I Get More Meetings Through Proactive Outreach?

Q&A: How Do I Get More Meetings Through Proactive Outreach?

Research shows that brands are looking at not only capabilities but industry expertise and...

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On Demand Webinar: Getting Started With Lists

On Demand Webinar: Getting Started With Lists

Research shows that brands are not only looking at capabilities but industry expertise and...

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Agency Burnout: Pitch After Pitch is Killing Staff Morale
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Agency Burnout: Pitch After Pitch is Killing Staff Morale

It’s no secret; the business development process is grueling.  Even Digiday reported...

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New Business Trends of 2022 –  Part 3 of 3
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New Business Trends of 2022 – Part 3 of 3

We’re rounding out 2022 new business trends with a focus on Experimental Budgets. Those elusive...

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The 12 Ads That Made Us Smile This Season
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The 12 Ads That Made Us Smile This Season

And on the 1st day of Christmas, my true love (ahem, Winmo), gave to me… With holiday cheer...

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New Business Trends of 2022 –  Part 2 of 3
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New Business Trends of 2022 – Part 2 of 3

The past two years forced many agencies to take a hard look internally at their business development...

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New Business Trends of 2022 –  Part 1 of 3
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New Business Trends of 2022 – Part 1 of 3

Success in the new year hinges on our ability to understand and predict the current and future...

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How to Encourage Client Referrals & Testimonials for More New Business

How to Encourage Client Referrals & Testimonials for More New Business

Wouldn’t it be great to assign your agency’s new business responsibilities to your...

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Brands Are Searching for 2022 Partners Now
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Brands Are Searching for 2022 Partners Now

When planning for the new year, the common perception is that most companies begin planning...

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Get more out of your case studies
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Get more out of your case studies

Case studies are useful guides to educate and influence your prospective new clients. While...

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Win More Podcast
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Win More Podcast

Recently we had the opportunity to join team Winmo on their Win More Podcast to talk everything...

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Your agency has a sales culture and it may be holding you back
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Your agency has a sales culture and it may be holding you back

Every day there are more and more articles posted about the importance of your overall corporate...

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Q2 is Over, But 2021 is Only Getting Started
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Q2 is Over, But 2021 is Only Getting Started

It’s been six months. Six months of a slow, methodical, pragmatism by the market to get back...

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6 Ways Video Meetings Have Improved Client Relationships
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6 Ways Video Meetings Have Improved Client Relationships

It’s been over a year since we all began the trial and error of remote working and virtual...

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Better Predict Your Future New Business Success
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Better Predict Your Future New Business Success

2020 has taught us many things, but one of the biggest learnings has been around most of our...

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Featured Author Post: Operationalizing Your Agency’s New Business Strategy
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Featured Author Post: Operationalizing Your Agency’s New Business Strategy

By Jody Sutter New business is one of those responsibilities that should be fully integrated...

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Why Your Biz Dev Team Needs Those Updated Assets
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Why Your Biz Dev Team Needs Those Updated Assets

Is your agency completely overwhelmed with an insanely busy month? One where your team has...

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What Business Development Director Persona Does Your Agency Need?
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What Business Development Director Persona Does Your Agency Need?

In the past, we’ve talked about what qualities you should look for in a Business Development...

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6 Conferences Your Agency Should Attend in 2021
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6 Conferences Your Agency Should Attend in 2021

By now, our “new normal” feels a little less weird and a lot less chaotic than...

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How to: Use a niche when your agency is full service
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How to: Use a niche when your agency is full service

Agency Type Full-Service Creative Target Consumer Goods The Process Many agencies that have...

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New Business Opportunities in 2021
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New Business Opportunities in 2021

By now, many of you have read the original and probably seen articles referencing AdWeek’s...

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How to: Find a meeting in the financial sector
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How to: Find a meeting in the financial sector

Agency Type Brand and Customer Experience Target Finance & Professional Services The Process New...

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Top Tips for New Business Prospecting During the Holidays
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Top Tips for New Business Prospecting During the Holidays

The holiday season can be a tough time for new business pros as they try and navigate prospects’...

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How to: Create a New Business Opportunity in 11 Days
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How to: Create a New Business Opportunity in 11 Days

Agency Type Creative Production Agency Target Food & Bev, Small-Mid Size Companies The...

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The tech stack you need for proper agency new business development
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The tech stack you need for proper agency new business development

Every year the tech stack available for agency new business pros changes exponentially it seems. ...

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Is Your Agency Ready to Outsource Lead Generation?

Is Your Agency Ready to Outsource Lead Generation?

Outsourcing lead generation is a great option for many agencies. It supplements already over-taxed...

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How to Accelerate Your Agency’s Lead Generation During a Market Shift
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How to Accelerate Your Agency’s Lead Generation During a Market Shift

Given the recent market shifts, everyone’s asking themselves, “How do we get incremental new...

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Prospecting For Agencies In Today’s Climate: Three Key Elements of a Successful Email
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Prospecting For Agencies In Today’s Climate: Three Key Elements of a Successful Email

The conversation around email is different than what it would have been just three weeks ago,...

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Three Things Your Agency Can Do While Others Are Standing Still
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Three Things Your Agency Can Do While Others Are Standing Still

You’ve built and run an agency because you wanted to change (or at least impact) the world....

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6 Interview Questions For Agency Business Development Directors
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6 Interview Questions For Agency Business Development Directors

The average agency-client relationship lasts 36 months, which means at any given moment one...

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Attract The Game Changer Client For Your Agency
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Attract The Game Changer Client For Your Agency

The new year is here. And now is the time you’ll activate the plan you’ve spent countless...

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It All Starts With The Target List: Steps To Efficient Proactive Prospecting
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It All Starts With The Target List: Steps To Efficient Proactive Prospecting

When embarking on a proactive prospecting program, there are some core steps that can’t be...

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The Ultimate Agency Growth Funnel
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The Ultimate Agency Growth Funnel

Can you believe we’re approaching an entirely new decade? As you begin planning for 2020 new...

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A Brand New Look For Catapult

A Brand New Look For Catapult

Big news today! After almost twenty years, we’re introducing a brand new look for Catapult...

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Preempting A Review From Mirren’s Brent Hodges

Preempting A Review From Mirren’s Brent Hodges

When a new decision maker arrives, when do you move to preempting a review? It can hit like...

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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...

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Agency Awards To Consider In Q4
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Agency Awards To Consider In Q4

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

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8 Tips For Closing The Sale
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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 a...

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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...

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4 Essentials to Sustainable Agency Growth
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4 Essentials to Sustainable Agency Growth

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

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The Top Marketing and Advertising Associations to Join Right Now
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The Top Marketing and Advertising Associations to Join Right Now

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

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Agency Myth: Narrowing Your Focus Results in Missed Opportunities
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Agency Myth: Narrowing Your Focus Results in Missed Opportunities

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

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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...

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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...

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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...

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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...

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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...

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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,...

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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...

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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...

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Technology Is Not the Key to Your Agency’s Success
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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...

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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...

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

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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...

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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. At...

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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...

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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...

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The CMO Sweet Spot for Agency New Business
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The CMO Sweet Spot for Agency New Business

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

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Sample

“Catapult came to the rescue and saved me from what otherwise would have been a long and stressful situation. To have been provided with a business development professional with that level of experience and understanding of my business, well, I just couldn’t have received that anywhere else.”

Co-founder, Full Service Marketing Agency

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