Client:

Mid-sized, full-service agency

Challenge: Expanding Beyond a Legacy Client and Regional Limitations

After stepping away from their largest, longest-standing client, this agency faced a critical turning point: how to diversify its client portfolio and expand into new markets.

Historically, most of their business came from a specific region, limiting their growth potential. To scale, they needed to position themselves effectively for brands outside their immediate market and break into new industry categories where they weren’t yet seen as an obvious choice.

Solution: Strategic Positioning & Targeted Outreach

Before launching outbound efforts, we identified a key issue: their website and messaging weren’t speaking to the brands they wanted to attract.

To ensure they could compete outside their established territory, we:

• Refined Their Market Positioning – Shifted their messaging to appeal to a broader audience, emphasizing capabilities relevant to industries outside their traditional client base.
• Provided Website & Sales Play Guidance – Recommended specific changes to their website and sales materials to reflect their evolved positioning.
• Developed a Non-Traditional Outreach Strategy – Crafted a highly targeted new business strategy focused on engaging decision-makers in high-value industries and untapped regions.

By repositioning their agency and adjusting how they talked about their expertise, they were able to compete in non-right-to-win categories, turning initial outreach into real opportunities.

Results: 12 Qualified Meetings & 3 Immediate Opportunities

Once the new business strategy launched, the impact was immediate:

• 12 qualified meetings secured within the first three months
• 3 immediate opportunities uncovered in the first month
• A stronger, more competitive market presence outside their original region

By aligning their positioning with market conditions and executing a highly targeted outbound strategy, they were able to open doors to new industries and scale their business beyond past limitations.

Why This Matters for Your Agency

If your agency is looking to expand beyond an over-reliance on legacy clients or regional business, the right market positioning and sales strategy can unlock new opportunities.

At Catapult, we specialize in helping agencies find, engage, and win high-value prospects in new industries and markets.

If you’re ready to diversify your client portfolio and break into new markets, let’s talk.