Marketing Agency San Diego: Six Economies, One City

Updated September 2026 · Written and maintained by the Progression Agency strategy team

San Diego looks like one beach city and behaves like six separate economies — defense and maritime, biotech and life sciences, tourism and hospitality, technology and telecom, craft brewing and food, and a cross-border market most marketing plans ignore entirely. An agency that cannot say which of the six you are in has not made a plan yet. This page covers what San Diego marketing agencies charge, how each economy changes the work, the bilingual question answered properly, and how to brief and judge a firm here.

The six economies, and why the distinction is not academic

Answer first: defense and maritime, biotech and life sciences, tourism and hospitality, technology and telecom, craft brewing and food, and cross-border commerce. They differ on sales cycle length, compliance load, bilingual requirement and whether the customer is local or national — which is every variable that matters in a marketing plan.

Defense, maritime and government

Answer first: this is the quietest large part of the San Diego economy and the least like ordinary marketing. Purchases run through procurement rather than campaigns, cycles are measured in years, and personnel security requirements limit who can work on the account at all.

What changes about the work in defense

• Procurement replaces the funnel. Registrations, past performance and capability statements matter more than any advertising.
• Some work requires cleared personnel. That is a genuine constraint on which agency can help, and it is not something an agency can acquire quickly.
• Publication carries review. What may be said about a program is frequently controlled by the customer.
• Events and relationships outperform digital in most of this sector, which inverts the usual advice.
• The website’s job is credibility, not conversion. It is checked, not browsed.

Biotech and life sciences

Answer first: San Diego has one of the largest life sciences clusters in the United States, concentrated around Torrey Pines and the mesas. Marketing here sells to technical and clinical buyers over multi-year cycles, with claims that carry regulatory weight.

What changes about the work in biotech

• Claims are regulated. What you may say about a product depends on its stage and its classification, and the review step is not optional.
• The audience is technical. Content written by someone who cannot read the science is obvious to the reader within a paragraph.
• Cycles run years, not quarters. Attribution models built for e-commerce are meaningless here.
• Conferences remain central, and the content program should be built around them rather than around a monthly calendar.
• Investor audience overlaps with customer audience, which changes tone and constrains what can be said and when.

Tourism and hospitality

Answer first: the most visible part of the city’s economy and the most seasonal. Demand swings substantially between peak and shoulder seasons, and the planning error is assuming visitor demand is your demand.

What changes about the work in tourism

• Seasonality drives the media calendar, and booking windows sit well ahead of travel dates.
• Third-party platforms intermediate much of the demand, which caps how much direct acquisition is available.
• Reviews function as inventory. Recency and volume affect placement on the platforms that matter.
• Bilingual matters more here than in most local categories, because the visitor mix includes a substantial cross-border and international component.
• Photography is not decoration. In this category it is the product.

Technology and telecom

Answer first: San Diego’s wireless heritage produced a deep engineering base that has since spread into broader software, hardware and connected devices. The buyers are increasingly national, which makes local geography largely irrelevant to the marketing plan.

What changes about the work in technology

• Local search barely matters. If your buyers are national, optimizing for San Diego terms is a rounding error.
• Documentation is marketing for developer-adjacent products, and it is frequently the highest-intent surface on the site.
• Comparison pages convert. Technical buyers search for competitor comparisons explicitly.
• The buying committee is larger and includes a security or procurement reviewer with a questionnaire.
• Sales cycles break last-click attribution, so first-touch pipeline reporting is the honest measure.

Craft brewing, food and beverage

Answer first: San Diego’s brewing industry is nationally significant relative to the city’s size, and it behaves like a consumer packaged goods category rather than a local hospitality one. Distribution, not footfall, is usually the constraint.

What changes about the work in beverage

• Alcohol advertising carries its own rules, both platform policies and regulatory requirements, and they differ by state you ship into.
• Distribution and retail relationships frequently matter more than direct consumer marketing.
• Taproom and brand are different businesses with different customers, and conflating them produces a plan that serves neither.
• Packaging is media. It reaches more people than any campaign in this category.
• Event and festival presence does work that digital does not, particularly for trial.

Real estate, construction and the supply constraint

Answer first: San Diego’s housing supply is constrained, which makes real estate marketing here more about access and speed than about volume of leads. The commercial and construction side follows the same pattern.

Action sports and outdoor

Answer first: a small category with disproportionate national visibility, concentrated in the northern coastal communities. It behaves like consumer brand marketing rather than local service marketing, and authenticity is a functional requirement rather than a value.

The cross-border market almost every plan ignores

Answer first: San Diego sits on one of the busiest land borders in the world, and the daily flow of commuters, shoppers, patients and students is a genuine market segment. Treating Spanish-language marketing as a translation exercise wastes most of the opportunity.

What a genuinely bilingual program looks like

Categories where the border market matters most

• Healthcare and dental, where cross-border patient flow is substantial and long established.
• Retail and grocery, particularly in the southern communities.
• Automotive sales and service.
• Professional services, especially immigration, tax and legal.
• Education and training.

When to skip it

Answer first: if you cannot answer the phone in Spanish, think hard before advertising in it. A bilingual ad answered in English wastes the spend and annoys the caller, and it is worse than not advertising in the language at all.

What marketing agencies in San Diego charge

Answer first: management fees commonly run $1,600 to $14,000 a month, with media budget separate. Below roughly $1,200 a month there are not enough hours in the engagement to change anything.

Why the premium bands here are driven by sector, not geography

San Diego is not an expensive agency market by coastal standards. Where fees rise it is because the work carries a compliance review, a technical writing requirement or a security constraint — all of which are sector properties rather than location properties. A tourism client and a biotech client in the same city should not expect similar quotes.

San Diego marketing companies: how the market is structured

Answer first: local full-service generalists, sector specialists in biotech and defense, tourism and hospitality shops, performance agencies serving national clients, and bilingual studios. They are not substitutes for one another.

Where the mismatch usually happens

Answer first: a business in the top half of the fit matrix hiring a local generalist from the bottom-left. It is the commonest reason a San Diego engagement disappoints, and it is entirely avoidable by naming your economy before you shortlist.

Where in the county you are actually selling

Answer first: San Diego County is large and its sub-markets differ materially. Naming the actual community outperforms ‘San Diego’ for the same reason it always does — people search where they live.

Downtown, Gaslamp and the harbour

Dense hospitality, events and conventions. Highly seasonal, highly competitive on search, and heavily intermediated by booking platforms.

North County coastal

Carlsbad, Encinitas, Oceanside and Del Mar. Consumer brands, action sports and outdoor, plus a substantial professional services base. Behaves more like a set of towns than a suburb.

La Jolla and the coastal professional corridor

High customer value, professional and medical services, and a research presence. Cost per acquisition tolerances here are wider than the county average because the customers are worth more.

Kearny Mesa, Sorrento Valley and the mesas

The technology and biotech corridors. Almost entirely B2B, almost entirely national in its buyer base, and largely indifferent to local search.

South Bay, Chula Vista and the border communities

Bilingual by default, with genuine cross-border commerce. This is where a Spanish-language plan is not optional, and where most county-wide campaigns underperform because they were written in English for a coastal audience.

East County and inland

Trades, services and a different cost structure. Buyer behavior here has more in common with inland California than with the coastal communities twenty miles west.

Marketing agencies San Diego CA: the complete question set

Answer first: below are the questions people actually ask when hiring marketing agencies in San Diego, each answered directly in one or two sentences. If you are comparing firms, these are the answers you should be able to get from any of them in a single call.

Cost and structure

How much does marketing cost in San Diego?

Management fees run $1,600 to $14,000 a month with media separate. Most small businesses land between $2,500 and $6,500.

What is a marketing agency San Diego businesses typically pay per hour?

Where agencies bill hourly rather than on retainer, $125 to $250 an hour is the normal range, with senior strategy at the top of it.

Should I pay a retainer or per project?

Retainer for anything ongoing, project for a defined one-off such as a website or a launch. Retainers for undefined work are where budgets get consumed quietly.

What is included in a typical retainer?

Strategy, execution in the agreed channels, reporting and a defined number of hours. Media budget, production and third-party licenses are normally separate.

Do San Diego agencies charge a percentage of ad spend?

Some do, and it is worth avoiding. A percentage-of-spend fee rewards spending more rather than performing better.

What is the minimum realistic budget?

About $1,200 a month for the fee. Below that there are not enough hours to change anything, and the money is better spent on the website and the profile.

How long should the initial term be?

Three to six months, then thirty days notice. Longer lock-ins should come with a rate reduction or a guaranteed senior allocation.

Is there a setup fee?

Frequently, covering tracking installation, account audits and baseline documentation. Ask what it includes and whether it is refundable if you leave early.

Choosing a firm

How do I choose between marketing agencies San Diego offers?

Name which of the six economies you are in first, then shortlist firms with real experience in it. Sector fit predicts outcomes far better than agency size.

How many agencies should I shortlist?

Five, cut to three after thirty-minute calls, then compare written scopes. More than five and the comparison stops being real.

Should I hire a local agency or a national one?

Local if your demand is local and photography or events matter. National or sector-specialist if your buyers are technical and distributed, which describes most San Diego technology and biotech companies.

What should I ask in the first call?

Which economy are we in, is the plan bilingual, is our demand local or national, who owns the ad accounts, what is the measure, and what would you refuse to do.

How do I check an agency’s claims?

Ask for a client in your specific sector that you can call. Search a distinctive sentence from their sample content in quotation marks to see whether it is templated across other clients.

Should I ask for free strategy in the pitch?

No. It selects for firms with idle capacity rather than firms with results, and it produces work made without access to your data. Pay for a discovery if you want to test how a firm thinks.

What is a warning sign in a proposal?

A single blended number covering fee and media, unlimited anything, guaranteed rankings or leads, ad accounts held in the agency’s name, and no stated measure.

Does agency size matter?

Less than sector fit. What matters is who does the work, how many hours they spend and whether they have solved your specific problem before.

Sector questions

Which agency should a biotech company hire?

One with regulated life sciences experience and writers who can read the science. General consumer agencies struggle badly with technical and clinical audiences.

Can any agency do defense marketing?

No. Some of the work requires cleared personnel, publication is often subject to customer review, and procurement expertise matters more than campaign skill.

What does a tourism marketing plan look like here?

Built around booking windows rather than travel dates, heavily influenced by third-party platforms, with reviews treated as inventory and photography treated as product.

How is craft beverage marketing different?

It behaves like consumer packaged goods. Distribution relationships often matter more than direct marketing, alcohol advertising rules differ by state you ship into, and packaging reaches more people than any campaign.

Do action sports brands need a local agency?

Not necessarily, but they need one that understands the category. Authenticity functions as a requirement in this sector and manufactured positioning is detected quickly.

What about real estate in a supply-constrained market?

Focus on responsiveness and access rather than lead volume. Generating more enquiries for the same inventory raises cost per acquisition without raising revenue.

Is healthcare marketing different in San Diego?

It carries the same compliance constraints as anywhere, plus a genuine cross-border patient flow in the southern communities that most plans ignore.

What about professional services?

Referral usually remains the largest channel, so marketing’s job is often to support and shorten referral conversations rather than to replace them.

Language and geography

Do I need a bilingual marketing plan?

If you serve the southern communities or cross-border customers, usually yes. If you cannot answer the phone in Spanish, do one language well instead.

Is translation enough?

No. Translated creative reads as translated and performs worse than not advertising in the language. Bilingual means written separately, with media planned separately.

Does the neighborhood matter in my copy?

Yes. Naming the actual community outperforms ‘San Diego’ because people search where they live, and county sub-markets differ materially.

Should I target the whole county?

Only if you serve the whole county. The coastal north, the mesas, the South Bay and East County have different economies and different buyer behavior.

Is San Diego one search market?

No. Competition, language and intent all vary across the county, and a single county-wide campaign usually underperforms in the sub-markets it was not written for.

What about Tijuana and cross-border customers?

A genuine segment for healthcare, retail, automotive, professional services and education. It requires a bilingual plan and staff who can serve it.

Channels and measurement

What should I buy first?

The Google Business Profile if any demand is local, then the website’s conversion path, then search. Everything else after those three.

Is SEO worth it in San Diego?

For local service businesses, yes, and the profile and reviews usually matter more than content. For national technology companies the content half matters far more than the local half.

How much should I spend on ads?

Media budget is set by your market’s competitiveness rather than by geography. Most small businesses starting paid search commit $1,500 to $5,000 a month in media.

How do I measure whether it is working?

Cost per acquisition, booked calls and forms, non-branded organic traffic and revenue by channel. Not impressions, reach or engagement rate.

When is the first fair read?

Month three for paid channels, two quarters for organic search, and considerably longer in biotech and defense where the sales cycle itself runs years.

Should I track phone calls?

Yes. Most local enquiries in this market arrive as phone calls, and a program that only counts form fills is measuring a minority of its own results.

What is a good cost per acquisition?

Whatever is comfortably below what a customer is worth to you. There is no universal figure, and any agency quoting one without knowing your economics is guessing.

How often should the plan change?

Something should be cut or added quarterly. A program where nothing changes for six months is being maintained rather than managed.

Working with the agency

Who owns the ad accounts?

You. Created under your business, with the agency granted access. Get it in writing before the first dollar of spend.

Who owns the content and the data?

You should. Confirm ownership of content, analytics history, creative files and any tracking phone numbers in the contract.

What happens if I leave?

Ask before you sign. You should receive access retained, a documented handover and any working files, with thirty days notice after the initial term.

How much of my time will it take?

More in the first month than later. Expect several hours of interviews, plus a standing monthly call and a real decision-maker available for approvals.

Who at the agency will actually do the work?

Ask for names and hours, in writing. The people who pitch are frequently not the people who deliver, and that gap is the commonest source of disappointment.

What reporting should I expect?

A monthly report with the measure agreed at the start, what changed, what was cut and what is next. If you cannot tell what happened last month, that is the problem.

How to brief a San Diego agency

The two decisions to make before you shortlist

1. Which economy are you in? Write it down in one sentence. If your answer is ‘San Diego’, you have not made the decision.
2. Is the program bilingual? Genuinely, including phone handling — or English only. Either is a legitimate answer; leaving it undecided is not.

The rest of the brief

1. Separate local demand from national demand. Most San Diego categories have both, and they need different work.
2. Name any compliance constraint — regulated claims, security requirements, alcohol advertising rules.
3. State the fee separately from media.
4. Confirm ownership of ad accounts and analytics.
5. Agree the measure and the baseline before spend.

A glossary for buyers: the terms that appear in every San Diego proposal

Answer first: proposals in this market use the same twenty or so terms, and several of them mean different things to different agencies. Establishing definitions on the first call prevents most later disagreements about what was included.

Management fee

What the agency charges to plan and run the work, stated separately from the media budget. Any single blended number hides the split.

Working media

The portion of a budget actually spent buying placements, as distinct from the agency’s fee.

Cost per acquisition

Total marketing cost divided by the number of customers it produced. The number that should lead every report.

Cost per lead

Cost divided by enquiries rather than customers. Useful early, misleading later, because lead quality varies enormously.

Non-branded traffic

Visits from people searching for what you do rather than for your name. The honest measure of search growth.

Branded traffic

Visits from people searching your business name. It flatters every report and reflects awareness rather than acquisition.

First-touch attribution

Credit assigned to the first recorded interaction. The more honest model where sales cycles run months or years.

Last-click attribution

Credit assigned to the final interaction before conversion. Systematically over-credits search and under-credits everything upstream.

Assisted conversion

A recorded interaction that contributed to a conversion without being the last one. The right way to judge social and display.

Baseline

Written documentation of where you started, agreed before spend. Without it no later claim of improvement can be checked.

Conversion tracking

The technical setup that records when an enquiry happens. Verified in week one or the whole program is unmeasurable.

Google Business Profile

The free listing determining whether a local business appears in map results. Frequently a larger source of enquiries than the website.

Local pack

The map results block above organic listings. Driven by the profile, proximity and reviews rather than by website content.

Technical SEO

Work on how a site is built and crawled — speed, structure, indexing, structured data — as distinct from content work.

Content program

Ongoing production of pages and articles targeting demand you do not currently capture. Compounds slowly and cannot be rushed.

Buying committee

Everyone involved in a business purchase decision. In San Diego biotech and defense it routinely exceeds five people.

Sales cycle

Elapsed time from first contact to closed sale. Determines which attribution model is honest and when a fair read is possible.

Bilingual program

Creative written separately in each language with media planned on its own merits, as distinct from a translated campaign.

Discovery

A paid initial engagement producing a plan before a retainer starts. A reasonable way to test how a firm thinks.

Scope creep

Work added to a retainer without a corresponding change to the fee or the hours. Prevented by a written change process, not by goodwill.

Notice period

How long either party must give before ending the arrangement. Thirty days after a defined initial term is normal.

Account ownership

Whose name the ad accounts, analytics and tracking numbers sit under. Should always be yours, in writing, before spend.

Marketing San Diego CA businesses actually buy, versus what they are sold

Answer first: businesses here are most often sold brand and social work, and most often need search, the Google Business Profile and a website that converts. The gap between the two is the single largest source of wasted marketing budget in this market.

The conclusion: none of the left-hand column is wrong, and all of it works better after the right-hand column is in place. Sequencing is the decision, not selection.

What to buy first, in order

1. Complete the Google Business Profile if any part of your demand is local. Free, and frequently the largest single source of enquiries.
2. Fix the website’s conversion path. Media pointed at a site that cannot close is waste.
3. Start with search. Capturing demand that already exists is almost always the cheapest first win.
4. Add reviews as a process, not a campaign.
5. Then paid social and content, once search is producing and measurable.

The California rules that apply to every San Diego program

Answer first: California’s consumer privacy regime applies to marketing here regardless of where your agency sits, and it affects data collection, advertising audiences and what your privacy policy must say. This is not legal advice; take your own.

• Consumer rights requests must be answerable, which means knowing what personal data you hold and where it sits across CRM, analytics and ad platforms.
• Opt-out mechanisms for the sharing of personal information have specific requirements, and several advertising integrations are affected.
• Your privacy policy probably predates the current rules. Most do.
• Ask your agency where client data sits and who processes it before handing over a list.
• The California Privacy Protection Agency publishes guidance and it is worth reading rather than relying on an agency’s summary.

Alcohol, health and defense: three advertising constraints specific to this market

Answer first: San Diego’s three most distinctive industries each carry advertising rules that general marketers routinely miss. All three constrain the creative and the targeting rather than the budget.

Alcohol advertising

Platform policies restrict targeting and creative, federal labeling and advertising rules apply, and requirements differ by state you ship into. A craft brewery selling direct to consumers across state lines has more compliance surface than its size suggests.

Health and life sciences claims

What may be said about a product depends on its regulatory stage and classification, and review is not optional. The practical consequence is that the content calendar has a compliance step in it, and that step needs a named owner and a realistic turnaround.

Defense and government work

Publication is frequently subject to customer review, some personnel require clearance, and the capability statement matters more than any campaign asset. Marketing here supports procurement rather than replacing it.

A ninety-day plan for a San Diego business

Answer first: weeks one to two on decisions and tracking, weeks three to four on the profile and baseline, weeks five to eight on search, and month three on the first honest read. Nothing expensive happens before tracking is verified.

1. Week 1. Name the economy and the language plan in writing. Verify conversion tracking and call tracking. Grant access, do not transfer ownership.
2. Week 2. Audit the Google Business Profile and complete it properly — categories, services, hours, real photographs, questions answered.
3. Week 3. Write down the baseline: current enquiries, current cost per acquisition if known, current non-branded traffic.
4. Week 4. Fix the website’s conversion path. Tappable phone number, a form as well as a phone, a clear statement of what you do and who for.
5. Weeks 5-8. Launch search against existing demand. Start the review process.
6. Month 3. First honest cost-per-acquisition read. Decide what to cut and what to add.

What a San Diego agency should refuse to do

Answer first: guarantee rankings or lead volume, hold your ad accounts in its own name, bill media and fee as one number, publish templated location pages, or advertise in a language you cannot answer the phone in. A firm with no refusal list has not been doing this long.

• Guarantee rankings. Nobody controls the algorithm, and the guarantee is either meaningless or attached to terms nobody searches.
• Guarantee lead volume without knowing your market size, your conversion rate or your close rate.
• Hold accounts in its own name. Your history is not portable afterwards.
• Blend fee and media. It makes every renegotiation adversarial because neither side can point at a line.
• Publish templated location pages with the community name swapped. It is the pattern search engines discount at scale.
• Advertise in Spanish when nobody answers in Spanish. It wastes the spend and annoys the caller.

In-house, agency, or hybrid in this market

Answer first: San Diego has a deep freelance and contractor bench across design, content and paid media, which makes a hybrid model genuinely viable — one senior in-house owner plus contracted specialists. It fails in exactly one way: nobody senior owns it.

Common San Diego marketing mistakes

Measuring honestly

When a San Diego agency is the wrong purchase

• Your buyers are national and technical. Hire for the sector, not the city.
• Your budget is under about $1,200 a month. Fix the profile and the site first.
• Nobody answers the enquiries you already get. More traffic is an expensive way to annoy people.
• You need one channel permanently. Hire a specialist; an agency’s breadth is overhead you are not using.
• You sell to government. Procurement expertise matters far more than marketing breadth, and it is a different supplier.

Seasonality across the six economies, honestly

Answer first: only tourism and hospitality are strongly seasonal here. Biotech, defense and technology are effectively seasonless, and beverage follows a national retail calendar rather than a San Diego one. Applying a tourism calendar to a B2B business is a common and expensive error.

The conclusion: ask any agency proposing a seasonal calendar which economy it applies to. If the answer is that the calendar is generic, the plan has not been written for you.

Working with a San Diego business from elsewhere

Answer first: sector knowledge and language capability travel; local photography and events do not. The honest test for a remote firm is whether it can name things about your specific economy that you recognize as true.

Progression Agency works with businesses across all fifty states from New York City, and says so plainly rather than listing a San Diego address we do not staff — a rented address used for local search is both a trust problem and a Google Business Profile policy problem. Related: how to judge a local agency and how paid media should be structured.

Marketing and advertising, explained by the people who publish the platforms

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  How to Run ChatGPT Ads: The Complete Tutorial
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  5 AI CEOs Said the Same Thing About 2026 (Marketing Changes Forever)
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  Frontier Brief: What CMOs can learn from McLaren’s race to the top
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  Why retailers should sell experiences, not products, with Macy's CMO
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  How to Link accounts to your Google Ads Manager Account – Step-by-Step process
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  How to Optimize Your Profile for LinkedIn's New AI Algorithm
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  The Marketing Opportunity of a Decade (But Not for Long)
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  Will AI take the soul out of creative? 🎬
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  What brands are missing in sports sponsorship, with Just Women's Sports Founder
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  What Is AI Visibility? The 3 Types Every Marketer Needs to Know | 1.3. AEO Course by Ahrefs
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  Community Q&A: Measurement in the AI era & AI Max
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  From Apartment Startup to Luxury Tech Brand
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  How to Save Your Marketing Job (Stop Reporting Traffic)
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  Exclusive look at Google’s Cannes Creative House 🚪✨
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  From instinct to evidence: Solving marketing's growth paradox
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  Google Ads: Sexual content policy guide (What’s allowed?)
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  6 AEO Trends To Get Your Brand Recommended By AI (2026 HubSpot Report)
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  You Don't Have an SEO Problem. You Have a "Brand Entity" Problem.
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  Frontier Brief: Marketing is a hot mess right now—and Mark Ritson is actively tearing it apart
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  CMOs on CMOs: Hippo and Solo Stove on AI and grassroots marketing tactics
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  Why 98% of Websites Don't Make Money (It’s Not the Design)
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Marketing agency, advertising agency, ad agency: what the labels mean in San Diego

Buyers search for a marketing agency in San Diego, an advertising agency in San Diego and an ad agency in San Diego more or less interchangeably, but the firms behind those labels are not interchangeable. Advertising agencies in San Diego CA are built around paid media — concept, production, buying, and the measurement that justifies the buy. Marketing firms in San Diego usually sell a wider bundle in which paid is one line: positioning, content, lifecycle email, search. A brand agency in San Diego sells identity and the system that keeps it consistent, and often does not buy media at all. An internet marketing company in San Diego is the digital-only subset — search, paid social, analytics — and is the right call when the brand work is already settled.

Why the local market skews the way it does

San Diego’s economy concentrates in life sciences and medical devices, defense and military contracting, telecommunications, craft brewing, tourism and a substantial cross-border manufacturing relationship with Tijuana. That mix produces a local agency population weighted toward regulated-industry experience and B2B, which is unusual for a coastal consumer market. If you are a consumer brand, the top San Diego advertising agencies by reputation may be optimized for a buyer who is not you — and the reverse is true if you are a device manufacturer looking at a shop whose portfolio is all restaurants and breweries.

Judging the best marketing agencies in San Diego without relying on a list

Ranked lists of the best marketing agencies in San Diego are mostly directory placements, and placement usually correlates with whether the agency paid or filled in the form. Three checks beat any list. Ask which of the named clients the team in the room actually worked on, and when. Ask for the reporting a current client receives, unedited, with figures redacted. Ask what they would decline to do for you — an agency that will scope itself out of work it is wrong for is telling you something a case study cannot.

Frequently asked questions