Keeping Score: Going beyond Clicks & Opens for Email Campaigns

Keeping Score:  Going beyond Clicks and Opens for Email Campaigns

Everyone who has ever done email marketing has found themselves “click watching.”

I define click watching as logging into your email system every five minutes to see how your most recent marketing email is doing in real time.

Watching the open percentage and click through rate (CTR) move up can be both rewarding and incredibly frustrating at the same time. But, at the end of the day, have you ever really thought about just how useful these two metrics are?

When I am evaluating an email program, my goal is to look beyond the individual email performance metrics and actually evaluate the overall effectiveness based on contact scoring.

The agencies we work with use a marketing automation program that allows them to track prospects’ website activity beyond email, which provides more actionable intelligence on who they should contact and when.

An intelligent scoring system gives points to a contact when they:

  • Open an email
  • Click a call-to-action (CTA)
  • Fill out a form
  • Visit the website
  • Go to a landing page tied to larger goal measurements
  • Have certain characteristics (ie, CMO)

Your system should also include a lead decay mechanism so that everything leads do is time sensitive. If someone visits your site 10 times in January, they should not still have that same score in June if they haven’t come back again. High scores mean they are high-activity users right now!

When evaluating a campaign, rather than simply looking at what the total open and click rates were for emails, take the time to evaluate how many prospects have increased their scores over a predetermined number.

We work with agencies to define a number (in this example 50), and then we set a specific goal – for instance, to have over 25 prospects scored over 50 points in a given month. This allows us to focus on driving web activity and increasing users’ exposure to our different content areas.

Obviously clicks and opens play a big part in a prospect’s score, but they just don’t tell the whole story. Using an intelligent scoring system allows you to prioritize which prospects truly deserve your attention.

Continue Reading

5 Reasons Your Agency Fails to Generate New Business

Generally speaking, agencies fall woefully short when it comes to prospecting for new business.

And although there are always certain case-by-case factors at work, in our experience, agencies’ inadequacies with new business largely come down to two things: limited resources and ad hoc sales strategies.

Sound familiar? If so, we highly recommend reassessing your entire business development strategy. Also, if you are not already doing this, start supplementing reactive prospecting with proactive business development as soon as possible. Of course, this is always easier said than done, especially if you don’t have expert guidance on where to start.

We know firsthand how overwhelming this process can be for agencies. For that reason, we’ve provided a list of strategic elements our own business development advisors and agency clients have used with great success.

Make sure your agency has clearly defined and compelling positioning

Many prospects and clients operate under the perception that all agencies are alike; the only real difference being the people they will work with.

Because of this, it’s important for you to communicate differentiated value in order to position your agency as the stand out candidate in the minds of prospective customers. Also, make sure that your “elevator speech” clearly speaks to the agency’s core competencies in a few simple sentences.

Develop a consistent, ongoing prospect outreach program and stick to it

If you do this right the first time, this strategy will be a sustainable and scalable framework for proactive business development in the long-term. Many agencies don’t have anything like this, choosing instead to be reactive and wait for new business opportunities to come knocking on their door.

An effective prospect outreach program should be consistent and involve multiple strategies and a variety of touch points – i.e. e-mail marketing, event marketing, telemarketing, attending conferences and events, etc.

Only present relevant case studies to prospects

Want to know the quickest way to undermine or discount your agency’s results? Send a random case study that is completely irrelevant to a prospective client’s industry or business objectives.

Be sure that every case study presented in a sales pitch or RFP response showcases results that are relevant to that prospect’s industry, pain points and marketing goals. This will enhance your ability to engage the prospect.

Use the sales funnel as a road map for your prospecting strategy

In order to build an effective new business pipeline you have to reach out to enough prospects on the front end to give you the best chance to “win” on the back end. That way, as you nurture leads down the funnel you have a solid base of prospects to pull from at all times.

Your outreach strategy should be targeted to top prospects in priority vertical categories. Remember, only a small percentage of the prospects you reach out to will turn into meetings and clients.

Befriend the Admin!

Administrative assistants can be your best friends. If you cannot reach the top decision maker in your outreach efforts, make it a priority to reach out to the admin to develop a relationship and ask for their help in scheduling a call or meeting. Befriending the admin can lead to enhanced new business success!

Continue Reading

How to Find Your Agency’s Unique Selling Proposition

As the CEO or co-founder of an agency, finding your unique selling proposition (USP) is an important step to long-term success. Your value proposition can go a long way in positioning your agency well in an already saturated market.

You could almost go as far as saying that your USP is what is going to make or break your business. However, it is also hard to define and showcase a USP for prospects when you are still laying the groundwork for your entire business model.

In an effort to help you and your agency, we’ve compiled five simple steps for creating a USP that not only positions your agency well, but also generates new business opportunities as you grow.

1. Hold a company brainstorming session

Come together as a group and throw all of your ideas on the table. Hold discussions on the company vision and the values your company culture is built on. Get feedback on what employees thinks the agency’s strengths and weaknesses are when it comes to client work or overall strategy.

2. Put together a SWOT analysis

Get with your leadership team to go through all of the feedback and ideas from the company brainstorm. While you and the team are sifting through all of these notes, SWOT Analysiscategorize each point as a strength, weakness, opportunity or threat. 

Once you’ve gone through all of the initial feedback, talk with the team on a higher-level about your strengths, weaknesses and the kind of talent you can leverage within the company.

3. Take a walk down memory lane

We’re not talking about taking out old company photos. Think about what you have done for clients up to this point. What is it that clients consistently say that you do well? This can be anything from sales and marketing to operations and account management.

Think about the challenges you’ve overcome with previous campaign tactics and strategies. What lessons or useful tricks came out of those situations? If you can take a look at the good, the bad and the ugly, it will give you a clear sense of where your agency wins the most.

4. Study the competitive landscape within your market segment and industry

Once you have this information, do your research to identify the pain points of your target markets as well as gaps in coverage between competitors. Ideally, you want to find a market segment that the agency has the best opportunity to own and scale with. 

5. Define your comfort zone and where your best work as been done

It’s important to look at the work you have done and establish which projects you felt the most comfortable doing, and which ones were a little shaky. Analyze current challenges and establish how you can fill those in the future. Make sure you measure your performance; where have you done your best work?

Take note of who you were working with, what type of industry it was, and why you think you fit well with that particular job.

6. Thought leadership

Think about it as good karma – and a great way to get your USP in front of target audiences. Put content out that will help people solve problems, and in return, your agency will be at the forefront of conversations in your industry.

This is a great way for your agency to stand out against competitors while also building your brand. It is critical when it comes to generating new business opportunities. By showcasing your knowledge through syndicated content you build authority and trust while creating top of mind awareness with target audiences. 

7. Proof Points

This is where you use actual results (case studies, testimonials) to establish your value proposition in the marketplace. When it comes to nurturing a lead or pitching a new client, no amount of charm or smooth talking will ever go as far as proven results.How can you prove that the skills you have claimed are, in fact, your actual expertise? Take a look at all of your previous successes, and use them as case studies with current and future prospects.

Looking for advice tailored to your unique situation? We’re happy to provide tips and tricks that have been successful for our clients. Feel free to contact us anytime, or tweet  your question to @CatapultNewBiz 

Continue Reading

How to Win New Business for Your Agency

Winning new business boils down to the chemistry and trust between the agency and the prospect.

According to agency search consultants surveyed on agency new business, chemistry is very important, and for many of them, it’s a top priority.

Differentiate your agency by finding your niche

Many agencies think that being everything to everyone will allow them to bring in all sorts of new business, but more often than not the opposite is true.

The truth is that the more you tailor your service offerings, the more valuable you are to prospects. The more specific you are about how and why your agency is the best solution, the stronger your value proposition will be. When creating a differentiated agency brand, make sure it is relevant and compelling to companies in your target markets.

Do your research

This might seem obvious to some, but the best way to show a client that you are serious about their business is by knowing just as much about that client as they know about themselves.

Know their competitors, use examples from their company and know their team. This way, you and your client can see eye-to-eye when discussing potential business ideas.

Be outcome focused

This is important because it allows your client to see the bigger picture and to focus on the end result, which is ultimately what they want. Do your research and pitch clients on the results you will drive and how you plan to grow their business.

Be honest about the challenges ahead, and have solutions for those challenges already prepared. This gives prospects a clear picture of what to expect when they work with your agency. 

Of course, there are many more ways to win new business for your agency and a great deal goes into growing a pipeline of prospects.

At Catapult, our mission is to help you identify and win more new business for your agency. Click here to learn more about the services we can offer your agency. 

Continue Reading

Key Takeaways from Mary Meeker’s 2015 Internet Report

Now in its 20th year, Mary Meeker’s Internet Report continues to be a virtual gold mine of actionable intelligence for digital marketers.

As a VC and former Wall Street analyst, Meeker has become a leading authority on consumer research and global economic patterns. Her yearly report offers the kind of insight that makes global campaigns successful, and puts ad agencies in the position to generate new business opportunities with multi-national corporations.

With that, here are the key takeaways for digital marketers from Mary Meeker’s 2015 Internet Report.

There are currently 2.8B internet users around the world, accounting for 39% of the population. 

Untitled Infographic (5)Takeaway: If you work with any globally relevant companies, especially those with key demographics in Asia, be sure that you are reaching high-usage audiences with digital marketing efforts. It’s an added bonus if you build an effective campaign that drives results and use it as sales collateral to bring in leads from other global brands. 

Internet users have more control over content – and content discovery channels – than ever before. 

Capture

Takeaway: To really move the needle with content marketing, your content promotion and social media strategies have to be on point if you are going to attract and engage different audience segments. Also, don’t be afraid to continuously showcase high performing evergreen content.

Advertising dollars are being used to create interactive experiences on social media and messaging apps like WhatsApp, LINE and Snapchat.  

 messaging apps -1

Takeaway: Marketers who capitalize on this now will have an advantage in the U.S. market. This kind of forward-thinking strategy is beneficial for client retention, pitching new clients and attracting new business. We recommend focusing on messaging apps since six of the top 10 most used apps fell in this category. 

User-generated content and content aggregation platforms continue to grow in popularity. 

quoteTakeaway: Strategies that consistently focus on user-generated content through reviews and social media channels will increase the effectiveness of brand awareness efforts and build authority/trust with target audiences.

Visual content is the most effective way to reach millennials, especially when it is optimized for mobile usage.    

visual content

Takeaway: As millennials continue to shape new advertising trends, effective marketing strategies will be defined by their adaptability and agility.   

If your agency can successfully integrate even just one of the strategies mentioned above, it will serve you well. Your clients will see dramatic results. And better yet, you will have a guaranteed value proposition with supporting material to use for pitching, prospecting and lead generation.

Continue Reading

Ultimate List of Business Development Blogs for Agencies

The field of marketing is always changing and for agencies of all sizes, it’s important to stay connected to – and in conversations about – emerging technologies and new topics in the marketplace.

A great way to stay up-to-date on industry news is to take advantage of social media tools like LinkedIn Pulse and lists on Twitter. These resources allow you categorize posts, people and organizations into buckets, which makes it easier to sort through all of the information you care about most.  

While Twitter lists can be a valuable resource, it takes time to build them and we understand the ambitious goals and time limitations that business development teams face at agencies. In an effort to help you quickly and easily find resources that interest you, we have put together a comprehensive list of top-rated blogs for agencies.

Business Development Strategy

  1. Inc.
  2. The Sales Lion
  3. Seth Godin’s Blog
  4. Entrepreneur
  5. HubSpot Sales Blog
  6. SalesHQ
  7. Salesforce Blog
  8. Business Growth Zone
  9. General Assembly
  10. Open Forum

Lead Generation

  1. B2B Lead Roundtable
  2. Hubspot Lead Generation Blog
  3. Kissmetrics
  4. WordStream
  5. Marketo
  6. ReachForce
  7. ViewPoint
  8. LeadGenius
  9. Influence & Co.
  10. Entrepreneurial Insights

Agency New Business Insights

  1. Advertising Age
  2. Fuel Lines | Michael Gass
  3. DDB Blog
  4. 4A’s
  5. EyesOnSales
  6. PinPoint
  7. WARC
  8. AgencySpy
  9. AdFreak
  10. NewsCred

Social Selling

  1. Social Media B2B
  2. The Social Selling Blog
  3. Social Selling University
  4. Business 2 Community
  5. SocialtoSales
  6. CIO
  7. VentureBeat
  8. SocialTimes
  9. Small Business Trends
  10. CMS Wire

Tell us about the blogs you follow by tweeting @CatapultNewBiz!

Continue Reading

The Call That Changed It All

One misnomer in the marketing services world is that some agencies are bullet proof. They are immune from ever really needing a new business plan because they are never going to lose clients. They revel in how much their clients love them, their work and their relationship.

They will never get “the call that can change it all.”

It’s been said before every agency is one phone call away from losing a client – perhaps losing their biggest or most long-standing client.

One agency that recently reached out to us actually got that fateful phone call. In one, 30-second period two thirds of the agency billing was gone.  A new wave of leadership was bringing in their beloved set of agency teams.

phone

Luckily for the agency’s staff, their leaders never bought into the “we’ll never get the call” philosophy. The leadership team didn’t panic so there was no reason for the staff to panic.

It’s not to say that call didn’t have impact on the agency. Without question, it did. In examining the situation from a practical side, the agency leaders felt it was an opportunity to shore up their operations and get stronger.

What this agency chose to focus on was their steadfast approach to agency new business.  They were in control and not forced to be reactive.  For them acknowledging “that call” could come long before it did proved to be a “call that did change it all.”

Continue Reading

The new business alarm is buzzing. Are you hitting snooze and ignoring the disruption?

As 2014 comes to a close, a number of agencies are telling the Catapult New Business team they are experiencing a disruption in their day-to-day business operations because they lack a new business development plan. Some started out 2014 charging a small internal team with the task of lead nurturing. For some, they left it to agency leadership or someone dedicated to new business. Others simply didn’t make any effort to secure new clients, or most importantly, build a legitimate pipeline.

Taking your eyes off the ball for a minute, a day or even a week can lead to major agency disruption. It’s likely that type of disruption will impact the agency for 12 months or more. Worse yet, it has potential for immediate impact in the form of staff layoffs and operational reductions because there isn’t enough CNB 4client work to support expenses.

For many agency leaders the year coming to a close sounds the “disruption” alarm igniting their own realization of not hitting their growth goal in 2014.  Many agency leaders will panic. Some agencies will heed the alarm and diligently formulate a plan for 2015. Others will not and they will find themselves in the exact same spot at this time next year. 

Not preparing for a year of agency new business development can be a major disruption in the agency far longer than those 12 months. A lack of consistency is the single biggest killer of failed new business programs and it’s a universal problem faced by global agencies and independent agencies.

The best agency new business development advice comes down to a few key sentences: Seek advice from a trusted new business expert. Map out a detailed and accountable strategy that will engage prospects into opportunity defining conversations. Then, put your best agency face forward and close them! You will appreciate not having the “disruption” throughout 2015.

Continue Reading

Agency advisors maintain new business accountability

Is the head of the agency the best person to keep the new business plan on track? Perhaps they are, but likely they are not. Regardless of annual revenue, size of staff, location or agency discipline all agencies should have that one go to person to advise them and guide them along a growth path.

The advisor’s role in new business is critical in a number of ways. First, objectivity in what’s reasonable and practical for the agency to scale over the course of a year. Second, if they understand your agency they will be able to coach and guide you on more than verticals you should be playing in or the agency’s allure.

An experienced trusted advisor will know the keys to creating disruption and generating consistent awareness with a desired decision maker set. The advisor should also understand whatever problems your prospects may be wrestling with. Their job is not only to guide you to your goal, they are also accountable for helping you understand and identify where you have a wedge to open a new business conversation.

In other areas of new business, the advisor can also help you steer clear of new business danger zones.  For example, encouraging you to, evaluate the impact of a tactical opportunity that may not put you on a path to achieve your larger scale goals.

An outside new business ally is often one of the best agency assets. Keeping a champion of your agency brand in your corner can help you truly develop and more importantly adapt your new business strategy to the needs of marketers you want to win as new clients. 

Continue Reading

The Real Winners: Top Super Bowl 2024 Ads
agency

The Real Winners: Top Super Bowl 2024 Ads

When it comes to “the big game” AKA, the Super Bowl, there’s an entertainment component...

Read more

4 Trends New Business Pros Should Prepare For in 2024
business development lead generation new business new business growth new business strategy new business trends proactive selling prospecting sales process

4 Trends New Business Pros Should Prepare For in 2024

From figuring out this whole AI thing, keeping up with the ever-growing demand for integrated...

Read more

Catapult and Wripple Partner to Solve the Broken Agency Pitch Model
agency agency business development agency growth agency new business strategy outbound proactive selling prospect

Catapult and Wripple Partner to Solve the Broken Agency Pitch Model

Catapult New Business, the leading fractional new business development firm for agencies, today...

Read more

On-Demand Webinar: Unlocking the Potential of Mergers and Acquisitions
agency agency business development agency prospecting discovery call outbound leads outbound strategy prospecting webinar

On-Demand Webinar: Unlocking the Potential of Mergers and Acquisitions

Check out our latest workshop where we delve into the key to agency success: Unlocking the...

Read more

The Benefits of Outsourcing Sales Operations
agency agency business development agency growth agency new business strategy consumer packaged goods CPG inbound new business trends outbound proactive selling prospect reactive selling

The Benefits of Outsourcing Sales Operations

Catapult’s mission is to identify, engage and help win new business with the brands that can...

Read more

The 5 Types of Software Every Business Development Team Needs
agency agency business development agency growth agency new business strategy consumer packaged goods CPG inbound new business trends outbound proactive selling prospect reactive selling

The 5 Types of Software Every Business Development Team Needs

There’s a sea of software vendors to choose from, but to get started, there are five core types...

Read more

Five Steps to Creating a Go To Market Strategy That Works
agency agency business development agency growth agency new business strategy consumer packaged goods CPG inbound new business trends outbound proactive selling prospect reactive selling

Five Steps to Creating a Go To Market Strategy That Works

Once there is a resource plan in place, creating a strategy to activate the new business development...

Read more

10 Must-Do Activities to Catapult your Sales Pipeline
agency agency business development agency growth agency new business strategy consumer packaged goods CPG inbound new business trends outbound proactive selling prospect reactive selling

10 Must-Do Activities to Catapult your Sales Pipeline

Marketing team’s are strapped with projects and plans from digital transformations to staying...

Read more

Insights: Sales Growth in an Economic Downturn
agency agency business development agency growth agency new business strategy consumer packaged goods CPG inbound new business trends outbound proactive selling prospect reactive selling

Insights: Sales Growth in an Economic Downturn

In the beginning of 2022, brands struggled with their supply chains and what was thought (at...

Read more

Proactive vs Reactive Selling: Building your revenue streams with both approaches
agency agency business development agency growth agency new business strategy inbound new business trends outbound proactive selling prospect reactive selling RFP

Proactive vs Reactive Selling: Building your revenue streams with both approaches

There are two revenue streams that sales and growth leaders build out: reactive and proactive....

Read more

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...

Read more

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...

Read more

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....

Read more

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...

Read more

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...

Read more

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...

Read more

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...

Read more

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...

Read more

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...

Read more

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...

Read more

Agency Burnout: Pitch After Pitch is Killing Staff Morale
agency agency business development agency growth agency new business strategy agency partner burnout new business trends pitch prospect

Agency Burnout: Pitch After Pitch is Killing Staff Morale

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

Read more

New Business Trends of 2022 –  Part 3 of 3
agency agency business development agency growth agency new business strategy agency partner new business trends prospect

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...

Read more

The 12 Ads That Made Us Smile This Season
advertising agency agency business development agency growth agency partner holiday prospecting new business trends prospect

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...

Read more

New Business Trends of 2022 –  Part 2 of 3
agency agency business development agency growth agency new business strategy agency partner new business trends prospect

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...

Read more

New Business Trends of 2022 –  Part 1 of 3
agency agency business development agency growth agency new business strategy agency partner agency prospecting prospect

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...

Read more

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...

Read more

Brands Are Searching for 2022 Partners Now
agency agency business development agency growth agency new business strategy agency partner agency prospecting brand planning prospect

Brands Are Searching for 2022 Partners Now

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

Read more

Get more out of your case studies
agency agency business development agency growth agency new business strategy agency prospecting case studies outbound strategy prospect

Get more out of your case studies

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

Read more

Win More Podcast
agency agency business development agency growth agency new business strategy agency prospecting outbound strategy prospect

Win More Podcast

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

Read more

Your agency has a sales culture and it may be holding you back
agency agency business development agency growth agency new business strategy agency prospecting outbound strategy prospect

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...

Read more

Q2 is Over, But 2021 is Only Getting Started
agency agency business development agency growth agency new business strategy agency prospecting new normal outbound strategy prospect

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...

Read more

6 Ways Video Meetings Have Improved Client Relationships
agency client relationships agency new agency new business agency prospecting agency sales video conferences

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...

Read more

Better Predict Your Future New Business Success
agency business development agency lead measures agency new business agency new business strategy lead generation lead measures new business

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...

Read more

Featured Author Post: Operationalizing Your Agency’s New Business Strategy
agency new business agency new business strategy new business new business growth

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...

Read more

Why Your Biz Dev Team Needs Those Updated Assets
agency business development agency prospecting business development business development director business development team prospecting

Why Your Biz Dev Team Needs Those Updated Assets

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

Read more

What Business Development Director Persona Does Your Agency Need?
agency business development agency new business business development personas

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...

Read more

6 Conferences Your Agency Should Attend in 2021
agency events conferences virtual conferences virtual events

6 Conferences Your Agency Should Attend in 2021

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

Read more

How to: Use a niche when your agency is full service
account-based marketing agency business development agency prospecting business development lead generation lead generation services sales leads sales pipeline sales process

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...

Read more

New Business Opportunities in 2021
agency business development agency new business

New Business Opportunities in 2021

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

Read more

How to: Find a meeting in the financial sector
account-based marketing agency business development agency prospecting business development lead generation lead generation services sales leads sales pipeline sales process

How to: Find a meeting in the financial sector

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

Read more

Top Tips for New Business Prospecting During the Holidays
agency new business agency prospecting holiday prospecting

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’...

Read more

How to: Create a New Business Opportunity in 11 Days
account-based marketing agency business development agency prospecting business development lead generation lead generation services sales leads sales pipeline sales process

How to: Create a New Business Opportunity in 11 Days

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

Read more

The tech stack you need for proper agency new business development
account-based marketing agency business development agency prospecting business development lead generation lead generation services sales leads sales pipeline sales process

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. ...

Read more

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...

Read more

How to Accelerate Your Agency’s Lead Generation During a Market Shift
account-based marketing agency business development agency prospecting business development lead generation lead generation services sales leads sales pipeline sales process

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...

Read more

Prospecting For Agencies In Today’s Climate: Three Key Elements of a Successful Email
ABM approach agency positioning COVID-19 pandemic prospecting

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,...

Read more

Three Things Your Agency Can Do While Others Are Standing Still
agency new business agency partner pandemic

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....

Read more

6 Interview Questions For Agency Business Development Directors
agency management agency new business hiring interviews new business growth

6 Interview Questions For Agency Business Development Directors

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

Read more

Attract The Game Changer Client For Your Agency
agency business development agency positioning agency sales client wins target audience

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...

Read more

It All Starts With The Target List: Steps To Efficient Proactive Prospecting
agency business development agency growth lead gen marketing tips new business growth prospect list prospecting list sales prospecting

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...

Read more

The Ultimate Agency Growth Funnel
agency business development agency growth growth funnel new business growth new business prospecting prospecting revenue goals sales funnel

The Ultimate Agency Growth Funnel

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

Read more

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...

Read more

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...

Read more

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 a...

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

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

Start Winning Accounts You Want To Do Business With

Let’s Discuss How Catapult Can Help