Agency 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.

Low Cost Shortfalls – 5 Keys to a Successful Outsourced Sales Program

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 […]

March 31, 2026/by Mark Sneider

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…

Building Solid List Strategy

Featured, Outsourced Business Development

5 Steps To Building A Solid List Strategy

Building prospect lists can be challenging and sometimes frustrating - but it doesn’t have to be. If you start with a solid strategy, the execution can be simple. The goal of a list building strategy is to review the qualifiers…

Average Length of Time To Close Business

Featured, Outsourced Business Development, Processes

Average Length of Time To Close Business

In our 2024 Agency New Business Report, 83% of agencies told us the average length of time to close business is 1-6 months, up from 75% in 2023. And “more than 6 months” has dropped slightly from 18% last year (to 13%), which was the…

chatGPT's Top Professional Services Marketing Tactics

Featured, Outsourced Business Development

chatGPT’s Top 7 Professional Services Marketing Tactics

Thought I'd take a look and see what our good friend chatGPT had to say about this. Not too far off of what we might recommend. Pretty impressive. Here are chat's thoughts on Professional Services marketing: There are several effective…

Ghosting

Featured, Outsourced Business Development

Prospect Ghosting You? Use this ghosting schedule to follow up.

Maybe one of the most frustrating aspects of new business development for professional service firms is being ghosted by a prospect. I recently included a past blog post in our weekly newsletter and on LinkedIn and it struck a chord, although…

Featured, Outsourced Business Development

Why an Omnichannel Approach is Essential for Prospecting

From the ANA, I saw this article that caught my attention: The Secret to Actionable, Attention-Grabbing Campaigns. And I immediately saw the post was a partner contribution from the United States Postal Service. Unsurprisingly, the post…