Chris Griffin shares proven methods for identifying and pursuing the “next 10” target accounts, using industry-savvy observation, research, and intentional outreach rather than random prospecting. He illustrates how analyzing show floor activity, leveraging LinkedIn connections, and pursuing discovery meetings can reveal new partnership opportunities that align with your agency’s strengths.

Viewers will learn industry-specific nuances around qualifying prospects, not every shiny account is worth chasing, and how to use collaborative, non-pitch-oriented meetings to surface shared goals and needs.
Chris and Khalil discuss the growing importance of face-to-face networking at industry events, EDPA gatherings, and social occasions, as these can spark lasting relationships and business opportunities in ways digital outreach can’t.

Takeaways for experiential agency leaders: how to research and approach high-value target accounts, the step-by-step process for turning introductions into partnerships, and best practices for uncovering mutual fit before committing resources.
The episode also covers making it easy for partners to do business with you and using thoughtful follow-ups to deepen relationships.
Essential listening for business owners, sales directors, and account managers seeking more reliable, relationship-based growth in event marketing and custom exhibit sectors.

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