How to Work with and Sell Enterprise Clients

Duncan Craig, co-founder of Raka Creative, joins the Agency Journey podcast to discuss how agencies can successfully land, sell, and manage enterprise clients.

Building Personal Relationships with Enterprise Clients

Duncan emphasizes that enterprise clients expect a level of personal attention that smaller clients may not require. At Raka, executives remain accessible to clients rather than handing them off entirely to junior account managers. This does not mean founders need to manage every detail, but enterprise clients want to know that senior leadership is paying attention to their account.

This personal touch builds trust and makes it harder for competitors to displace you. When a client knows the co-founder of the agency is invested in their success, the relationship deepens beyond a vendor transaction.

Customized Solutions Over Cookie-Cutter Packages

One of the biggest mistakes agencies make when pursuing enterprise work is pitching standardized packages. Enterprise clients have complex, specific challenges that require tailored approaches. Duncan explains that if you show up with the same proposal you would give a small business, you will lose the deal.

At Raka, every enterprise engagement starts with a deep understanding of the client’s unique challenges. From there, the team develops a customized plan that addresses those specific problems. This consultative approach positions the agency as a partner, not just another vendor.

A Progressive Growth Strategy

Duncan shares a practical path for agencies that want to break into enterprise work. Rather than trying to land a Fortune 500 client immediately, start by subcontracting with larger agencies. This gives you exposure to enterprise-level projects, helps you build processes for that scale of work, and puts recognizable brand names on your portfolio.

Once you have proven results with larger clients - even through a subcontracting relationship - you can leverage that experience to pursue direct enterprise relationships. The credibility that comes from working with known brands opens doors that cold outreach alone cannot.

Protecting Team Culture at Scale

Scaling into enterprise work can put pressure on team culture if it is not managed carefully. Duncan stresses the importance of maintaining reasonable work hours and prioritizing team wellness. Enterprise projects can be demanding, but burnout destroys the quality of work and drives away your best people. Building sustainable operations is just as important as winning big clients.