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.

Case Studies, Featured, Outsourced Business Development, Processes

Building a Sustainable Agency Growth Engine: Insights from Mark Sneider

Knoodle Founder's Hour-Mark-Sneider

Most marketing agencies are experts at managing their clients’ brands, but they often neglect their own. It is the classic “cobbler’s children” scenario where client work always takes priority, and internal business development falls by the wayside. In a recent episode of the Knoodle Founder’s Hour, RSW/US President Mark Sneider sat down with Rosaria Cain […]

May 13, 2026/by Lee McKnight Jr

Most Firms Sell AI Capabilities. Clients Buy Outcomes.

Featured, Outsourced Business Development

Most Firms Sell AI Capabilities. Clients Buy Outcomes

AI Capabilities vs Client Outcomes Reality Check #3: Clients Aren’t Asking for AI. They’re Asking for Clarity. This is the third post in our 5-part series based on our 2026 RSW/US New Year Outlook Report. The first two Reality Checks…

In-house marketing team vs outsourced new business development

Featured, Outsourced Business Development

Winning the In-House Battle

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…

When “The Market” Becomes a Crutch

Featured, Outsourced Business Development

When “The Market” Becomes a Crutch

Reality Check #1: Growth Isn’t Tied to the Economy. It’s Tied to What Firms Do. This is the first in our 5-part series around our 2026 New Year Outlook Report. (Download it here.) Let me get this out of the way first. Yes, growth is…

Everyone’s a Salesperson When New Business Slows

Featured, Outsourced Business Development, Processes

Everyone’s a Salesperson When New Business Slows

For this post, I want to give a shout-out-to all of you in the new business trenches, every mighty salesperson, whether you’re a new business director or a partner at your firm. It’s no newsflash to point out that this business is hard. A…

Your Readiness Checklist: Why Agency Consolidation is the Indie’s Greatest Opportunity

Featured, Outsourced Business Development

Your Readiness Checklist: Why Agency Consolidation is the Indie’s Greatest Opportunity

Your Readiness Checklist: Why Agency Consolidation is the Indie’s Greatest Opportunity The "Big Six" are becoming the "Big Few." As Madison Avenue continues its streak of massive mergers and AI-driven restructuring, a specific phrase from…

What to Send Prospects Before the Proposal: A Step-By-Step Guide to Building Your Hello Page

Featured, Outsourced Business Development

What to Send Prospects Before the Proposal: A Step-By-Step Guide to Building Your Hello Page

Recently an agency owner asked me a simple but important question: Question: what is the appropriate length for an intro piece? And what does it contain? Do you have a simple ‘hello’ piece I can look at? Not a full proposal, just something…