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, Processes

Do What Others Aren’t

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 […]

March 19, 2025/by Mark Sneider

Agencies That Lead Win - Why CMOs Need More Than Just Order Takers

Featured, Outsourced Business Development, Processes

Agencies That Lead Win – Why CMOs Need More Than Just Order Takers

“The average CMO tenure is notoriously one of the shortest in the C-suite. Most Fortune 500 CMOs last just 51 months” This is from the piece by Rebecca Stewart & Paul Hiebert in Adweek this past week titled The Real Reasons Why…

Agency Business Development Playbook

Outsourced Business Development, Processes

The Agency Business Development Playbook: Navigating a Competitive and Cost-Sensitive Market

The Agency Business Development Playbook: Navigating a Competitive and Cost-Sensitive Market Time to wrap up my series around our latest RSW/US report. Marketers continue to be selective in their spending (not a new thing), agency search…

Roadmap

Featured, Outsourced Business Development

The 1st Step in Your New Business Roadmap

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…

Two Prospecting Objections That Stifle Agencies—And How to Overcome Them

Featured, Outsourced Business Development, Scorecards

Two Prospecting Objections That Stifle Agencies—And How to Overcome Them

There are two prospecting objections that stifle agencies , and they get hung up, or worse, give up when faced with them: We already work with an agency We handle that in-house Let’s tackle each: How To Handle The “We…

Blog

Featured, Outsourced Business Development

Blog For Love! (or for new business, that’s probably better)

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…

Productization for Ad Agencies – Pros & Cons

Featured, Outsourced Business Development, Processes

Productization for Ad Agencies – Pros & Cons

For the past several years, productization has been a consistent topic in our industry, however, since we included questions on it in our latest report (RSW/US 2025 New Year Outlook Report), I’ve had several agency principals ask about it,…