RSW Case Study: Architecture/Building Products PR Firm Located in Pennsylvania
Architecture/Building Products PR Firm Located in Pennsylvania
New PR business with firms like Ellison Bronze, Viracon, Xypex, H. B. Fuller, American Hydrotech and many more, contributed to more than $1Million in new business revenue.
Like many small firms, this building products PR firm lacked in-house business development expertise.
Despite one of their principals being a great closer, the firm was dedicated to serving existing client needs and didn’t have a methodology to identify and pursue new opportunities.
At the beginning of the program, a dismal economy presented an additional challenge; building and construction activity had shut down almost entirely.
The key to success lay in two words: laser focus.
The RSW/US team had to find out where investment was happening and which supplier segments could benefit. While the residential market was stalled, the commercial sector still had a pulse propelled by longer-range planning and development timetables.
The research resources of the RSW/US Operations Department enabled the New Business Director (NBD) to precisely target prospects with marketing needs and available budgets, even in a tight market.
A finely tuned communications strategy honed in on our client’s leadership and expertise in public relations for this very specific industry and the NBD delivered this message to decision-makers in target companies with precision.
The RSW/US new business development methodology soon bore fruit and the NBD was successful in breaking through to prospects with decision-making authority.
The seamless integration between the RSW/US team and the client’s staff meant they were well-prepared to take advantage of each opportunity. In the client’s words, the RSW/US program enabled them to keep their doors open and then thrive when the economy rebounded.