I’ve worked with over 500 digital, creative and marketing type agencies from 1-42,000 employees. I started out as you are today, a web developer. It’s taken me several hundred millions pounds worth of reviewed pipelines for new business over the last 10 years to finally understand the following insight. Firstly agency businesses find new business much easier when they build trust/chemistry and demonstrate their capability with a prospect. You need both things ideally to win a sale! There are 5 main ways agency win business. The first four I call it the 30/30/30/10 methodology and the second one is Fame. 30% of your new business should come from 1. Nest (Networking (inc social selling) /Speaking/Thoughleadership and Events) 2. 30% of your new business leads should come from strategic partnerships that drive referrals. 3. 30% of leads should come from existing Ciients recommending you new clients or leaving their job and taking you to the next company they go to. Finally the 10% area which whilst is important for the 8-12 touch point marketing activity needed on average to make a sale. It contains marketing activity such as seo, outbound cold calls, classified sites, ppc, social media, email news letters, other such outbound activity. Of course we all know of a big sale from ppc or a cold call, but over large amounts of data reviewed these are the actual stats on where leads come from.