My very first job out of college (a loooooooong time ago). Was working in a boutique marketing and public relations firm. They hired me to do just that, get new clients and develop the business so that we were the agency of record or on "retainers".

It's funny how many firms don't want an in house team but want the flexibility and accessibility of one. By offering them the access of a dedicated account manager and setting realistic expectations of what they are REALLY in need of, the task of finding these strategic partnerships can be easier than you think.

The first thing you have to do is build your relationships though. It sounds easy enough, but going in to make a sale wreaks of desperation and ulterior motives. If you want to be a firms' go-to on-demand agency you must be valued as not only the expert in the field but the trusted advisors that they need before and while they make moves.

Pricing points also play a factor, but without knowing more about your business Od be hard-pressed to offer any advice on this topic. I'd love to speak more with you about the size of your firm, the direction it's going and what percentage of the business you actually want to devote towards your larger secured contracts versus the freedom of project work. Keep in mind, the balance must always be there in case one falls away down the road. Good luck!