All things critical to smart outsourced new business outreach I just completed a series of short videos that talk about all the things critical to have when bringing on a service to manage your outsourced new business development effort. At LAUNCH, RSW’s lower cost outsourced new business program, we do it all when the others […]
RSW/US: built on sane, reasonable expectations and not the ridiculous. We’ve got some great clients. The relationships we have with them are often so lock-tight that they thoughtfully share the most ridiculous emails they get from lead generation “experts” promising the world. There are days when the emails fly in at a crazy pace…seemingly each […]
A letter of love… Yell and tell and sell! 79% of marketers tell us in our surveys that agencies talk too much about themselves when they first meet with them. And only 16% of agencies come into a first meeting knowing anything substantive about the marketing prospect. Come on now!! Y’all can do better than […]
When we prospect for an agency client of ours (looking like we’re part of their team), part of the “game” is building awareness of the agency’s brand. We want to get our agency client on the radar of marketers they’re interested in working with, so when they’re ready, you’re there. And just like you would […]
A Front-Row Seat from Both Sides of the Fence Lee McKnight, our VP Sales and Marketing asked me to write a post on the “state of the union” and I agreed to deliver the goods. So here we go… I’ve been in this business since 2005, when I started RSW/US here in the states. Today […]
The second reality check in our series, based on our latest report data, focuses on in-housing and the belief that it’s on the rise with little that can be done about it. Read the first post here: When “The Market” Becomes a Crutch. Reality Check #2: In-Housing Isn’t Dead But It Is Smaller We see a major opportunity for […]
Virtually every marketing agency or other professional services firm we speak to here at RSW/US tells us that their firm started and was built on a solid referral base. In our most recent professional service new business survey, we found that 73% of firms rely on referrals for new business. Most of the firms that […]
In a recent article published in Inc. Magazine by Arthur Fleischmann, the former group CEO of Ogilvy/country lead of WPP Canada, Arthur talks about all the panic about AI and it being the root cause of the demise of agencies is like blaming the cow that didn’t kick over the lamp in the Great Chicago […]
It’s no secret that referrals are often the most common source of new business for professional services firms. While referrals are an important resource, so too is outbound marketing (email, phone, mail, social) and so too is organic growth. In our most recent survey, 73% of professional services firms stated that they get most of […]
The New Business Development continuum is a long and winding one…but when set up well, and managed effectively, it can deliver great things to your Professional Services firm. The new business development process and your new business program overall can be broken down into three distinct, but overlapping components: Your Prospecting Process Your Market Facing […]
