Finding an experienced and talented new business director is tough, as is handling lead generation in-house, or finding outsourced lead generation services that only work with professional service firms as RSW/US does.
Below we lay out three scenarios and the corresponding advantages to using RSW’s outsourced lead generation services.
Unlike our competitors, we are all about getting you closer to close — not just getting you meetings.
Your RSW/US New Business Director is not only given incentives to find you qualified leads, but those incentives increase the longer you stay on past your contract period. Typically, the only way you’ll do that is if you’re closing business.
We realize that meetings are only part of the program. We have mutually shared objectives. You win, we win.
RSW/US vs. an Internal New Business Director
The lifespan of a new business director at many firms is short…about 18 months.* Here are some of the reasons we’ve been given for this revolving door:
- Too many responsibilities. A consistent new business process is a full-time job that demands consistent focus. Too many responsibilities often divert the attention of new business directors.
- Wrong skill set. Too many try and hire new business directors with non-professional service selling backgrounds or from specific industries, without regard for their understanding of how to sell professional services.
- No methodology or consistency. Few new business directors come in with a well-grounded methodology. They might do well with 10 to 20 priority prospects, but often have difficulty beyond that.
- One person can only do so much. While one person can reach out to prospects, time still has to be allocated to the critical tasks of implementing ongoing strategy, follow-up, content creation, and list building/cleaning.
- Little-to-no value. “Setting up useless meetings” is one of the top reasons owners/principals note as why new business directors fail. New business directors get desperate, and they just start pushing.
RSW/US vs. the Competition
- We only work with professional service firms. Unlike other firms, we focus exclusively on this space.
- We are all about the close. We don’t walk away after the first meeting takes place — we follow up to ensure you get as close to close as possible.
- We are more proactive. You don’t have to come to us to make programs more effective — we come to you with new ideas.
- We are very added-value and values driven. We believe in bringing as much value to our clients’ worlds as we can and believe in honesty, transparency, and frankness in our relationships with our clients.
- We are more experienced and more stable. We know how to sell professional service firms. The New Business Directors who represent our clients come to RSW/US with an average of 15-20 years of experience and the average tenure of our New Business Director staff is close to 9 years. Competing firms can’t come close to making that claim!
- We deliver better-qualified leads. 30-50% of what we turn over to a client turns into a bid, pitch, or proposal within a few months of the initial meeting.
- We create superior lists. We have a team of list builders and cleaners on staff that build customized lists weeks before the program begins. Each list is as targeted as possible, based off criteria like revenue, geography, vertical, and prospect title.
- We are always investing in technology and intel platforms to provide our New Business Directors with an advantage over others reaching out to prospects.
- We create a unique selling proposition. We define your offering in a compelling way, differentiating your market position while maintaining consistency of messaging throughout the program.
- A team backs each program. We want every client’s New Business Director to focus on selling, so a team that helps facilitate daily activity supports each New Business Director.
- We use multiple channels to prospect. We aren’t one-dimensional like LinkedIn-only or email-only programs. This improves our chances of breaking through.
- We follow a consistent methodology. While every New Business Director has their own selling style, each one follows our internal process to maintain consistency and focus.
- We deliver insights beyond day-to-day program management. RSW/US is continuously surveying companies to better understand what clients want and how professional service firms can deliver more effectively. These insights feed us a constant stream of valuable content delivered to companies throughout the year.
- We don’t take commissions on work we help you close. We aren’t interested in taking part of the business you win. Our goal is to help you win business so you stay a client indefinitely.
- We offer full service support. We help guide website redesign development, provide counsel on capabilities presentations and client collateral drafts, as well as manage the mailings for our clients.
- We walk our own walk. We use the same methods for our client outreach as we do to generate new business for RSW/US.
For New Business Directors
While we often operate as the new business team for a firm, we can also serve as part of an existing new business team. In either scenario, RSW/US accomplishes what would traditionally take at least two to three people to accomplish.
We frequently work with internal new business directors and are flexible in how we’re integrated into a client’s business. We can be a great pipeline-filler for a new business director working inside a professional services firm and provide a support system to help their overall efforts.
Top 10 Reasons Existing New Business Directors Give for Hiring RSW/US
- Consistent outreach that keeps my company on our prospects’ radar.
- Ability to immediately bring a market-proven strategy to the table.
- Helps shepherd the development of new business collateral content for programs, including case studies, introductory mailers/digital pieces, and trackable, ongoing, value-added emails.
- Provides targeted list building/cleaning.
- Manages the process consistently months and years into the program.
- Manages all monthly mailings and/or digital outreach.
- Orchestrates and ensures each meeting happens after it’s set.
- Provides detailed snapshots of the company and prospect prior to the meeting.
- Conducts post-meeting follow-up, to ensure all the necessary steps are taken.
- They are focused on helping me close new business.
Want to Learn More About Our RSW Lead Generation Services?
