Building rapport with someone is the most important thing you can do to grow your agency in 2023. Ultimately, people buy from those that they trust. There’s no substitute for trust. This week, episode 164 of The Digital Agency Growth Podcast with Mike Sullivan is about building a challenger brand agency over 22 years! Watch our new recorded video training: Relationship-Driven New Business At-ScaleIn this episode of The Digital Agency Growth Podcast, Dan Englander and Mike Sullivan share the importance of having what you need to land an RFP effectively and efficiently. They also discuss actionable steps you can take right now to create a narrative that potential clients can hold on to during a pitch. Mike began his career with formal training in strategic planning while at J. Walter Thompson, before going on to amass considerable experience guiding strategic efforts for a wide variety of clients across a broad spectrum of industries. Before coming to LOOMIS in 2001, Mike led successful agencies, one earning ADWEEK Magazine recognition as “The Hottest Shop in the Southwest” for two consecutive years. Today, he oversees all agency disciplines at LOOMIS, which was honored in 2016 as “Small Agency of the Year” by Crain’s ADVERTISING AGE Magazine. As a leader, Mike focuses on building the kind of company that delivers peak career experiences for his talented team. LOOMIS has earned a spot on The Dallas Morning News and Dallas Business Journal “Best Places to Work” lists for multiple years.In this episode, Dan and Mike Sullivan discuss the following:Starting an agency by partnering with someone who recorded music and starting with a sound studio.The benefits of starting with a foundation in sales and how that guided the business.The exact checklist Mike and his team use to determine the viability of an RFP.How capabilities are not a sustainable advantage and what to do instead.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!CONNECT WITH MIKE SULLIVAN:LinkedInLoomisCONNECT WITH DAN ENGLANDER:LinkedInSales Schema Watch our latest video training, How to Take Charge of Your Agency’s Future Revenue. During this training, you’ll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.