With only a small internal new business team and no formal outbound sales strategy, the global creative agency found that intense pitches frequently absorbed time, causing the agency to rely heavily on referrals and inbound RFPs for growth. The business recognized the need for proactive prospecting to generate a more robust new business pipeline but remained hesitant to outsource.

The agency made the decision to try something new and bring on a new business partner to help ramp up their prospecting efforts.

We became an extension of their business development team and first sought to better understand what makes them unique. Catapult looked at the agency’s clients and work to identify a hyper-targeted list of “right to win” companies. A personalized multi-touch, multi-channel, messaging strategy was developed and implemented with the objective of creating introductions to senior-level decision-makers.

Catapult was able to build an impressive pipeline of opportunities through our comprehensive outbound new business efforts, two of which closed and resulted in over $3.5M in new business for the agency.

For one opportunity with a major department store chain, Catapult sidestepped the RFP, giving the agency a more efficient entrance into a new account. The other came to fruition after a series of creative outbound strategies that landed the agency directly into a client’s formal pitch process.