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

Extinction. Preventable.

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 […]

July 10, 2025/by Mark Sneider

Sales Cycles Are Longer - You Need a Follow Up Plan

Featured, Outsourced Business Development

Sales Cycles Are Longer – You Need a Follow Up Plan

You finally get the meeting. It goes well. Good energy. Smart questions. Maybe even a personal connection. And then… silence. If that sounds familiar, you’re not alone. According to our 2025 Professional Services New Business Survey, 78%…

When Outreach Falls Flat: What 58% of Firms Are Struggling With

Featured, Outsourced Business Development

When Outreach Falls Flat: What 58% of Firms Are Struggling With

When outreach falls flat: If getting in the door with prospects feels more difficult this year, that's because it is—but it's not insurmountable. From our 2025 Professional Services New Business Survey Report, 58% of professional services…

Why You’re Not Getting That Second Meeting

Featured, Processes

Why You’re Not Getting That Second Meeting (Even After a Great First One)

Why You’re Not Getting That Second Meeting (Even After a Great First One) You landed the meeting. You were prepared. You walked through your creds deck, your client wins, maybe even some creative. So… why didn’t it go anywhere? It’s…

Outsourced Business Development

Build From Within…and From Without

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…

Featured, Outsourced Business Development

Picking Your New Business Development Program Apart

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…

Outsourced Business Development

The Professional Services Dilema

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…