Know-How Exchange : Strategy

The good ones focus on finding the brands that really need what they do best. If you can deliver real value (and can demonstrate that you've done it for others), they find the budget. (Wouldn't you find the money if you were confident that you'd have a big ROI quickly?)

New business development is about doing your research carefully and thoroughly, and then targeting your message at the right individual -- the one with the big problem you can solve.

It's not always easy, but it works. You have to start with a SWOT on your agency, so you're clear on what your strengths and weaknesses are. Then you look for clients who need your strengths.

Knowing whether brand has budget is not really something you should worry about, as mgoodman said. Few have money sitting and waiting for a marketing firm to spend it with anyway.

Much finding new business for marketing consultants is done with networking. Traditional marketing (web sites and such) is often most effective when it supports the value you provide. Things like case studies, testemonials, and the like.

adding to above comments ... think about the marketing segment that will most benefit from your company's product and services. Think about the "name" of this segment. Think about the leading brands that are in this segment. Then do research on the brand segment leaders to determine which are the best early targets.

If you target 12 and land just one large brand customer, will it add significantly to your revenue over the upcoming years?