Answer by Felix Velarde:
Have authority. By that I mean, inspirational market positioning, high profile within the discipline (hard work, but writing thought-provoking, generous and educational articles is a good start), and actual, reportable results.
Awards and such are good but only an indication of ability. They may get initial attention but they won’t put you on the pitch list.
The ability to tell potential customers what you can do for them as a business is critical – and you only earn that ability by doing two things: getting the great results, and building a strong enough relationship with the client(s) you’ve created success for that they allow you to talk about it in public.
Those two things, reportable results and a great relationship, are things that are highly attractive to bigger clients.