My company has turned away many agencies because they lacked the initiative to establish a relationship with us. Sure these agencies were friendly and had excellent portfolios. Not only that, they had giant, mega-corporations as clients. They were obviously capable of producing quality work and results. So what was the problem?
The problem is that most of these agencies did not take the time to adequately research our company. We are an IT company that deals with very technical information. Agencies cannot come into our board room, give us a generic pitch and expect us to be blown away. Agencies need to research our company, the industry and the constituencies we serve before they sit at the table. Not doing so shows us a lack of initiative and the agency comes off as not valuing any sort of relationship with us.