Our proven methodology for building a scalable, repeatable, and accountable business development machine has been refined through year of experience in the industry. Our approach to agency growth helps:
Each agency growth plan is unique.
During our strategic process we work with you to define the most successful path to growing your business. Each step is led by your dedicated strategy and business development director and supported by our research, tech and data teams.
RFI & Discovery
In order to best represent you and your agency we must know what makes you the best agency partner to your ideal clients, your team, your culture, where you’ve found success and where you’ve experienced new business hurdles. During discovery we gather background information on your assets, thought leadership, overall goals and objectives, USP, competition, target verticals and the public view of your agency.
Following RFI and Discovery we interview clients, have in-depth chats with your leadership team, review business development and sales assets and content, audit your website and other messaging, assess the competitive landscape, evaluate stakeholder personas and assess gaps and opportunities in your target verticals.
Our go-to-market strategy begins with a working session grounded in insights and implications from the situation analysis to define sales positioning. We conduct a series of exercises with your team to ensure we are crafting realistic sales platforms and identifying target accounts your agency is uniquely qualified to win business from. We then create the prospect engagement strategy required to get us there.
The activation plan outlines our in-market approach with sales campaigns, content, messaging, asset requirements and the initial brand prospect universe based on the business development strategy.
Once we’ve established the key accounts you are best suited to win, we identify deep, accurate prospecting lists to support our sales outreach. We work with your team to ensure lists and contacts are not duplicated and that we’re on target with your ‘ideal customer accounts and key decision-makers.’
As we build lists and conduct contact research, you’ll have access to our sibling brand, Winmo – a sales intelligence platform that provides accurate, targeted decision-maker details and agency/brand relationships.
Once we’ve confirmed your target list, your new business development director begins their 1-1 sales outreach. We leverage your agency’s content using case studies, success stories, and sales platforms where appropriate, to create compelling email cadences and talk scripts that help us identify true opportunities that we continue to nurture and until they are qualified and ready to be handed off to you.
One of the key ingredients to our mutual success is qualifying leads. Catapult conducts a thorough discovery with prospects to uncover their needs, readiness, authority, challenges and a variety of other criteria that we set together with you before going to market. Our team is equipped with a full sales tech stack that allows them to easily send communications and also meticulously track the progress of key accounts through the pipeline, all supplementary resources included in our partnership.
Time is valuable, and we don’t want to pass you anything that isn’t worth nurturing through to closed new business. With our goals aligned from the initial kick-off meeting, and through effective sales outreach to the right type of prospects, we are looking to surface late stage, qualified opportunities. Each opportunity we pass to your team is accompanied with a comprehensive brief giving you a complete look into the issue, impact and importance identified throughout the sales conversation.
We’re told by our clients that we create and deliver the most comprehensive and timely opportunity briefings, pre-and-post meeting strategy sessions, as well as the most detailed and actionable progress reports in the industry. Our reports include weekly activity logs and performance analysis, bi-weekly status calls to discuss results, barriers, and pivots and daily contact with your Catapult team on any in process leads.
We Solve The New Business Equation For You:
We’re successful if you’re successful. That’s why we work alongside you through each step of your unique growth plan to ensure our qualified opportunities result in new business for your agency, and that you’re equipped to grow that business over the first 12-months.