RSW/US Agency New Business Case Study: Integrated Firm Expert In Small Business Communications

Our client, an integrated firm expert in small business communications, and part of a global network, has a niche working with division-level and small business units in both the B2B and B2C space. Prior to engaging with RSW/US, they acquired new business primarily through referrals, which were declining. No one was dedicated to New Business development, it was a shared responsibility among account managers due to tighter budgeting.

The initial challenge began with our Operations team. In concert with our Client, they were tasked with identifying prospect companies that fit specific parameters: right-size was paramount (not too small, not too large), with geography that encompassed the Midwest but didn’t conflict with existing clients within the network, and that had challenges with a small business unit or at a division level.

In the first few months of prospecting, RSW/US connected the Client with prospects that generated numerous proposal and RFP opportunities. One, in particular, was acquiring a small business to complement their service line.

Our client won an initial project for the recent acquisition, but more importantly, that worked rolled into a comprehensive branding initiative for the corporate parent company, resulting in an initial $350K in billings.

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