$3.5+ Million Won in New Business Revenue

Case Study 1

THE CHALLENGE

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.

“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

 

THE SOLUTION

In August 2015, the agency made the decision to try something new which was to bring on a new business partner to help them 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.

 

THE RESULT

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.

“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