Client:

Mid-sized sponsorship agency

Challenge: Diversifying the Client Portfolio & Adapting to Market Shifts

This agency knew they needed to diversify their client portfolio and raise awareness in new industries, but the pandemic’s impact on sponsorships made it difficult to drive the right conversations.

Before partnering with Catapult, they had an internal business development professional handling outreach. However, their efforts weren’t generating the right types of leads or opening doors to the high-value brands the agency wanted to work with.

To scale effectively, they needed a new business development strategy that would position them in front of Fortune 500 decision-makers and open up new industry categories.

Solution: Targeting Brands by Media Spend, Not Just Industry

Instead of taking a vertical-specific approach, we advised the agency to focus on total media spend within a brand—expanding their category list based on actual investment levels rather than limiting themselves to predefined industries.

Our Approach:

• Refined Targeting Strategy – Instead of focusing on specific verticals, we shifted the approach to target brands with significant media budgets, ensuring they pursued high-value opportunities.
• Leveraged the Agency’s Size as a Competitive Advantage – Rather than competing with massive holding company agencies, we positioned them as a nimble, high-touch alternative, appealing to brands seeking more agility.
• Expedited Time to Market – With a clear strategy in place, we launched their new business outreach within 21 days, getting them in front of key decision-makers faster than a traditional approach.

Results: 9 Meetings with Fortune 500 Companies

Since September 2020, this sponsorship agency has successfully secured:

• 9 qualified meetings with Fortune 500 brands
• 3 meetings in brand categories they had never worked in before—expanding their portfolio into new industries
• Increased visibility and credibility in the sponsorship space among top-tier brands

By shifting their outreach strategy and focusing on media spend rather than rigid industry categories, the agency was able to engage the right decision-makers and open doors to new, high-value opportunities.

Why This Matters for Your Agency

For agencies looking to expand into new categories or land larger clients, a traditional industry-based approach may not be the most effective. A strategic targeting and outreach plan based on actual spending power can lead to higher-value meetings and stronger revenue potential.

At Catapult, we don’t just generate meetings—we connect agencies with the right decision-makers who can drive real business impact.

If you’re ready to expand your client portfolio and start conversations with Fortune 500 brands,let’s talk.