Check out our latest workshop where we delve into the key to agency success:

Unlocking the Potential of Mergers and Acquisitions

This workshop provides insightful guidance and actionable resources to inform your pre-letter-of-intent and due diligence considerations to set the stage for successful post-merger integration. So join us and avoid the costly mistake of merging with the wrong firm. If you decide not to pursue a merger, you’ll still find these insights valuable for strengthening your own agency.

 

Many times when a brand releases a Request For Proposal (RFP) to the public, they already know who will win their business. Brands come up with an RFP after conversations are already started around problems they’re experiencing internally, and have talked to agencies about that problem. These initial conversations are much less formal than a pitch but can lead to the RFP process. So how can you get on the brand’s shortlist before an RFP is released?

It takes months of build-up to get in front of the RFP process, but with a proactive and consistent approach, you can save resources and turn out a higher win rate for your RFPs.

In this webinar, Catapult and Winmo share strategies and tactics to beat the RFP process.
The following questions are discussed:

Which RFPs do I have a right to win?
What can I do to get in front of brands before the RFP goes to bid?
Is there a way to win the bid before the RFP is out?

These questions are answered during the recording, but you can submit your questions through the chat and the Catapult team will be able to respond in real-time.

 

A discovery call is the first of many conversations and can be defined as a time to uncover where they are in their buying journey. Before guiding the conversation toward services or capabilities, you need to first meet them where they are.

On a successful discovery call, the prospect asks 8-10 questions on average. With about 30 minutes scheduled, what do you do with the rest of the time to make sure the call is successful?

A great discovery call will allow the prospect to do most of the talking, provide you with insights needed to navigate the deal further down your pipeline, and open the conversation up for those opportunities. In the end, you want the prospect to ask for a follow-up conversation. 

In this webinar, Catapult shares best practices on not just knowing when the call was successful for you and the prospect, but how to keep the conversation going long after the call has ended.

 

Join this webinar to learn:

What is the difference between meetings with inbound vs outbound leads?
How do I prepare the team before meeting with a prospect?
How can I use Winmo to prepare for these calls?

These questions are answered during the recording, but you can submit your questions through the chat and the Catapult team will be able to respond in real-time.

 

Is your agency truly unique?  Or are you one of the thousands of agencies selling the same products and services? Almost all agencies claim to be unique, different or better while using essentially the same descriptors as the others. The truth is, most prospects (advertisers) can barely tell the difference in your agency and your biggest competitor.

In this session we looked to fix that by discussing:

• Your differentiator isn’t different at all
• How to find your difference
• Using your differentiator to generate more opportunities

For any business development program to be successful, we need to take this first step of identifying a truly unique position.  Once that positioning is in place content and distribution becomes much more effective.  Hopefully this webinar will give you a great first step in finding your uniqueness!

Our guest host this month was John Heenan.  Be sure to check out his website for other great insights and content!

So many agencies. So little difference. from Catapult New Business on Vimeo.

Ever struggle to predict exactly how much new revenue your agency will be bringing in next year, next quarter, or even next month?  You’re not alone in this.  Most agencies find themselves lacking the processes and strategies to create a consistent, predictable pipeline of new business opportunities.

In our most recent webinar, we partnered with Jason Swenk to solve this once and for all – providing you with an easy-to-follow framework that both generates and predicts new business opportunities.  Jason covered suggested technology systems, agency positioning, new business prospecting techniques, and provided example case studies of how other successful agencies are finding success.  There was a lot to cover in the hour, but Jason is an agency pro that will give you some immediately actionable takeaways to start growing your pipeline.

What we covered:

• How to integrate the right systems in order to grow your agency.
• How to position your agency as “the choice” vs “a choice.”
• How to utilize Milestone Marketing to better prospect and drive engagement.
• How an agency tripled retainer revenue in 2 months by improving their former process.

How to Build a Predictable Pipeline from Catapult New Business on Vimeo.

Agencies win more business when they can better connect to the marketing decision makers they are pitching.  We want to arm our agencies with as much information as possible, so your new business approach is flawless.

We co-hosted this webinar with Chris Martin from Advertiser Perceptions, an expert on making decision makers pick your agency.  Chris will take you deep into the minds and decision processes of marketers so that you can feel confident in your new business approach.

We will cover specific topics like:

• What drives the decisions during the agency selection process for marketers?
• How do they compare your agency competitors during a pitch?
• Which areas of your agency are marketers analyzing before/during a pitch?
• What aren’t marketers telling you about their decision process?