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.

Agency New Business: You’re Ghosting Your Own Prospects
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Generative Engine Optimization for Agencies: What Google’s Official Guide Changes (and What It Confirms)
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Wright-Patt Credit Union Finds Its Agency Partner: How a Disciplined Search Led to Cactus
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Featured, Outsourced Business Development, Processes

Agency New Business: You’re Ghosting Your Own Prospects

Agency New Business: You're Ghosting Your Own Prospects

One of the most frustrating challenges in agency new business? When prospects go dark Always tough, and agencies tend to get worried or even desperate when it’s been a few days or weeks, understandably so. (I’ve written several posts arond it, here’s one that might be helpful: Prospect Ghosting You? Use this ghosting schedule to […]

June 4, 2026/by Lee McKnight Jr

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…

20 Years, 20 Lessons: How a Leap of Faith Built RSW/US

Featured, Outsourced Business Development, Processes

20 Years, 20 Lessons: How a Leap of Faith Built RSW/US

I started RSW/US in 2005 with no clients, three young children, and a love of advertising, marketing, and sales. Today we are the #1 outsourced new business firm in the country. I’ve learned a lot over the years…about running a business,…

Why Your Proposals Are Killing Deals (From Your Prospect’s POV)

Featured, Outsourced Business Development, Processes

Why Your Proposals Are Killing Deals (From Your Prospect’s POV)

A question that's come up in conversations I've had with partners at firms: " What do you think about sending over an initial proposal prior to the first meeting with a prospect?" I generally understand why a partner or business development…

The Optimism Gap 57% Expect Growth… But Only 7% Have the Pipeline to Back It Up

Featured, Outsourced Business Development, Processes

The Optimism Gap: 57% Expect Growth… But Only 7% Have the Pipeline to Back It Up

As we head into the final stretch of 2025, optimism is rising. In our latest survey report (2025 RSW/US Survey Report – Rolling Into 2026), 57% of firms told us they expect their overall business performance in the second half of the year…