We have been working with professional services firms since 2005 to help them win more new business Started with a heavy focus on marketing service firms and have since branched out into other professional services sectors. When I first started helping marketing agencies, I quickly realized how much alike they all were. I also quickly […]
2008. 2020. 2025. This whole tariff thing and the wild state of inertia it has seemed to cause in the market is unlike anything many of us have ever seen. The 2008 recession was hurtful, but it did not affect every type of business, nor did it have nearly the global impact that tariffs are […]
A frightening tale with a happy ending. I’ll never forget the day when I thought the world was going to implode and our outsourced new business company would fold. It was March, 2020 and it appeared all was over. Calls came in from clients wanting to bail and employees had no idea what tomorrow would […]
Let’s get back to basics for a moment on the subject of new business. We consistently preach our philosophy and mantra when speaking with prospects: we maintain a relationship-building approach that doesn’t shove the company down the prospect’s throat, but instead shows them, through respectful, yet consistent and useful contact, that the company understands their […]
The blog tends to get overshadowed these days, doesn’t it? With all the other social platforms out there, we’ve heard more than once about the death of the blog. But from a new business standpoint, that couldn’t be further from the truth. You can have the greatest Facebook page in the world, but if your […]
Recently, I read a great post on Mike Myatt’s N2Growth blog Stop Selling and Add Value, and wanted to share it. I know the title of my post is a bit kumbaya, but it’s the way we (at RSW/US) represent and reach out on behalf of our clients. And if you’re handling new business internally, […]
Consistency is vital when it comes to new business for professional service firms. We talk to companies every day, both client and prospective, and have engaged in a few surprising conversations. Some of these execs conveyed they’ve had a pretty good run lately handling new business internally. They’ve created a memorable direct mail piece, dedicated […]
Why are you giving up too easily? In an insightful post by John K. Thompson called “To Avoid Overload, Engage Your Audience”, Thompson begins by pointing out the all-too-many sources of information available to us. Too many twisty knots of overloaded information confusion, and not the filters to hand me what I need when I […]
I assume you create smart strategic plans for your clients, but do you do the same for yourself? We are currently in the midst of 2025 planning for all our client programs – a practice we implemented many years ago. In the past, we didn’t think quite as strategically and focused on short-term needs rather […]
The biggest DANGER of social media…is doing nothing. Not only does “doing nothing” mean sitting idly by and watching your competitors blog/post on LinkedIn, but it also means starting a program and not “activating” it. Merely dipping your toe in the water isn’t enough; you need to fully immerse yourself to make social media work […]
