B2B and B2C-Focused Design Firm Located in Illinois
RSW/US enabled this client to close significant new business, including Elkay, Aquascape, and WINIX Filters totaling more than $1 million in new revenue to date.
Prior to engaging RSW/US, the agency’s new business development was the responsibility of the General Manager, whose day-to-day client demands took priority.
An outdated prospect database meant that too often the client wasted time on new business calls that rarely resulted in quality leads.
After years delivering solely creative and graphic work, the firm was repositioning itself as a brand design firm with a focus on merchandising, packaging, and digital branding.
Refining the messaging of this new direction was proving to be a challenge considering the scarcity of prior results.
Before applying our new business methodology, RSW/US knew this client’s challenges called for strategic consultation on positioning and revising their marketing communications efforts.
During an intensive onboarding period, the New Business Director and RSW/US senior management consulted with the client to refine messaging in support of their new positioning, which guided further recommendations regarding their web presence, the design of an effective brochure and the development of informative case studies.
Once the new strategy was set and selling materials finalized, the RSW/US new business process took over.
As opportunities emerged, the New Business Director coached the General Manager on the optimal approach to first meetings – such as how to effectively talk about the prospect’s needs and how to serve up the capabilities/experience his firm could offer.
We help agencies by better positioning them in the market, finding qualified leads, setting meetings and helping move them closer to close.
As Vice President of Sales at RSW/US, Lee drives sales efforts to bring ad agencies and marketing services firms on board with RSW, creates content around successful new business tactics and takes part in RSW/US marketing objectives, including social media channels, blog content, webinars, video and speaking engagements. You can find him on LinkedIn (https://www.linkedin.com/in/leemcknightjr) or Twitter (@leemcknightjr).