New Business Thought Leadership

Welcome to the RSW/US blog, focused on a variety of new business insights and thought leadership, from getting a program off the ground all the way to the final pitch, it’s the place for experienced new business pros and owners/principals alike. Catch our posts based on 18 years of experience working with professional services firms.

Featured, Outsourced Business Development

Everyone is Calling Your Prospects

Cold calling

The daunting cold call. A process that, if handled correctly, shouldn’t feel overwhelming—though it’s easy for salespeople to overlook that everyone, not just their competitors, is reaching out to their prospects. Although we actually don’t like to refer to it as cold-calling, because literally calling someone cold is ineffective, but I’m probably preaching to the […]

November 15, 2024/by Mark Sneider

12 Tips to Get Prospects to Call You Back

Featured, Outsourced Business Development

12 Tips to Get Prospects to Call You Back

So much is made of social media these days when it comes to new business, and rightfully so, as it can be a powerful tool, and in this post, we'll give you 12 tips to get prospects to call you back. But it’s critically important to remember…

How Ad Agencies Are Actually Using AI

Featured, Outsourced Business Development

How Ad Agencies Are Actually Using AI

In the first post in our RSW 2024 Agency New Business report series, we talked average length of time to close business, in Part 2, we tackled decreasing new business director tenure at ad agencies. And now in our 3rd in the series, we explore…

LinkedIn Live - 2024 RSW Agency New Business Report Key Stats

Featured, Outsourced Business Development

LinkedIn Live – 2024 RSW Agency New Business Report Key Stats

LinkedIn Live - 2024 RSW Agency New Business Report Key Stats VP of Sales, Lee McKnight Jr and and President/CEO of RSW/US, Mark Sneider, held a LinkedIn Live session specifically aimed at small and mid-sized agencies, marketing services firms…

How Many Times to Touch that Lead?

Featured, Outsourced Business Development

How Many Times to Touch that Lead?

Do you know the answer? It’s typically 6 to 10 times. What I’d like to see now is your reaction. Not going to happen obviously (although feel free to leave a comment in its place.) Does this surprise you? Are you doubtful of this…

Dobby

Featured, Outsourced Business Development

Those oh so sad B2B new business emails

It’s time to address your sad, sad B2B new business emails. Although I hope they’re not literally your emails, because if you’re sending out messages like the ones I lay out below, it’s time to recalibrate. We all get ineffective…

Case Studies, Featured, Outsourced Business Development

Decreasing New Business Director Tenure At Ad Agencies

In the first post in our RSW 2024 Agency New Business report series, we talked average length of time to close business, and now in Part 2, we're tackling decreasing new business director tenure at ad agencies in 2024. 46% of agencies surveyed…