Client:
Large, integrated creative agency
Challenge: No Formal Outbound Sales Strategy & Reliance on Referrals
With a small internal new business team and no structured outbound sales strategy, this global creative agency found itself in a cycle familiar to many:
- Intense pitch work absorbed valuable time and resources.
- Growth depended on inbound RFPs and referrals, making revenue unpredictable.
- There was little proactive prospecting to build a sustainable pipeline of opportunities.
They recognized the need for a long-term, repeatable new business strategy but were hesitant to outsource business development. After evaluating their options—either hiring in-house or partnering with an experienced firm—they turned to Catapult to accelerate their outbound efforts.
Solution: Becoming an Extension of Their Business Development Team
Instead of taking a one-size-fits-all approach, we became an integrated part of their team, working closely with leadership to craft a highly targeted outbound strategy designed to land meetings with senior decision-makers.
Our Approach:
- Identified “Right to Win” Prospects – Analyzed the agency’s portfolio and past successes to create a hyper-targeted list of companies where they had a strong chance of winning.
- Developed a Personalized, Multi-Channel Outreach Strategy – Built a customized, multi-touch engagement plan that leveraged email, LinkedIn, direct mail, and strategic warm introductions to connect with top-tier prospects.
- Created High-Value Opportunities Without RFP Reliance – Focused on sidestepping the RFP process where possible, securing direct conversations with decision-makers before formal pitches.
Results: $3.5M in New Business Won
Catapult built a highly qualified pipeline that led to:
- Two major deals closed, generating over $3.5 million in new business
- One win with a major department store chain, where we successfully bypassed the RFP process and secured a direct engagement
- Another win that landed the agency into a high-value formal pitch process through a series of strategic outbound efforts
What the Client Had to Say
“We knew we needed to invest in a long-term, repeatable new business strategy and make proactive prospecting a bigger focus for our agency. Looking at creative ways to do this, we realized we had two choices: either hire in-house or outsource this function to an experienced new business firm, like Catapult.”
– SVP, Director of Business Development
“Partnering with Catapult and leveraging their expertise has allowed us to focus our internal team’s time on closing qualified opportunities, knowing that the important work of prospecting and vetting future opportunities isn’t being pushed to the back burner.”
– SVP, Director of Business Development
Why This Matters for Your Agency
For agencies that struggle with limited internal business development resources, relying solely on referrals and RFPs isn’t a sustainable strategy. Building a repeatable, proactive prospecting approach ensures a consistent pipeline of high-value opportunities—without stretching your internal team too thin.
At Catapult, we don’t just book meetings—we help agencies win the right business.
