Pharma-Focused Marketing Agency Located in Pennsylvania
An initial $150K design assignment with Amgen opened up further strategic planning responsibilities worth an additional $300K.
This agency was on a fabulous growth curve, more than doubling its size to nearly 100 employees.
Exciting as that was, leadership knew they needed to step up new business efforts to ensure on-going vitality.
However, they wanted to keep client-focused strategists and creative people fully engaged on existing business.
At the time they engaged RSW/ US, only two people in the firm, the Owner and EVP, were dedicated to new business.
The RSW/US new business process is far more than making phone calls.
Our New Business Directors prospect strategically, using targeted proprietary lists and researching prospects in-depth before reaching out.
Even that first call is intelligent and relevant. Moreover, RSW/US NBDs stay involved beyond the first meeting, helping our clients move closer to closing successfully.
Our consistent, multi-channel approach to outreach was the key to getting the door open with this prospect.
We know that the first touchpoint will rarely result in an opportunity and that polite persistence is a powerful tool.
In this case, the prospect’s needs were longer range and a series of other “hot” business priorities extended our contact with him for a period of months.
Follow-up paid off. Throughout the process, our New Business Director was disciplined and persistent, while professionally developing the prospect relationship through this phase.
After the NBD secured a meeting for our client, he also supported the Owner and EVP as they continued to develop the relationship and manage it
through to close.
RSW/US is an outsourced agency lead generation and new business development firm that works exclusively with marketing service companies to find and win new business.
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).