Client:
Small, boutique PR agency
Challenge: Breaking Free from Referral-Only Growth
Like many boutique agencies, this PR firm had long relied on inbound referrals to sustain its business. But at the start of the COVID-19 pandemic, they recognized that passive growth wasn’t enough. They needed a proactive new business strategy to create a bigger, more predictable funnel and future-proof their agency against market shifts.
They turned to Catapult to help define their positioning, refine their outreach strategy, and uncover high-value opportunities in industries poised for growth.
Solution: Focused Positioning & Vertical-Specific Outreach
Rather than casting a wide net, we honed in on where they had the best right to win. This meant identifying the industries where they already had success and ensuring their messaging resonated with the right decision-makers.
Our Approach:
- Refined Market Positioning & Messaging – We worked with the agency to clarify their unique value proposition and ensure it was reflected across their website, case studies, and marketing materials.
- Elevated Existing Case Studies & Sales Assets – Before launching outbound efforts, we helped them fine-tune how they showcased past success to better align with target prospects.
- Identified Two Key Verticals for Expansion – We analyzed market trends and determined two industry verticals with strong momentum—sectors that not only aligned with their expertise but also had the resilience to withstand pandemic disruptions.
- Executed a Highly Targeted Outreach Strategy – Instead of a broad-based approach, we built a laser-focused prospecting list based on decision-makers within those two key verticals.
Results: $1M in Proposal Value and a Closed AOR Deal
The agency saw immediate traction from the refined strategy and targeted outreach:
- $1 million in proposal value within the first 90 days
- A closed AOR (Agency of Record) relationship within the first few weeks
- 8 immediate, highly qualified opportunities delivered in under four months
By narrowing their focus and aligning their messaging with high-potential verticals, the agency transformed its business development approach—shifting from passive, referral-based growth to a proactive, scalable pipeline.
Why This Matters for Your Agency
For agencies that have historically relied on word-of-mouth and referrals, the shift to proactive new business development can be daunting. But the right strategy, positioning, and outreach can unlock high-value opportunities and build a predictable, scalable growth engine.
At Catapult, we specialize in turning agencies’ expertise into tangible business wins.
If you’re ready to break out of referral dependency and build a sustainable new business pipeline, let’s talk.
