RSW Case Study: B2B/B2C Full Service Marketing Agency Located in Ohio
B2B/B2C Full Service Marketing Agency Located in Ohio
Our full service marketing agency client closed four pieces of business. All began as projects >$50K and have led to additional work.
While the agency had a strong portfolio of work and a reputation in the B2B and B2C space, they also had no clear industry focus or direction.
Prior to engaging with RSW/US, the agency acquired new business organically and through local and regional networking driven by the lead principal.
Even though their HQ was in the 5th largest city in the state, the agency was unjustly overlooked as “unhip” making it tougher to break through to prospects.
The first step in our strategy was to narrow the client’s prospecting focus and we settled on manufacturing as the most promising vertical.
Our operations group crafted a targeted list with numerous points of contact across marketing, sales and product management units, while also expanding their geographical footprint.
Using a mix of email, phone, direct mail (yes, print!), social media (where it made sense) and supplemental technology platforms, the new business director made initial contact with prospects and continued to nurture leads over time with timely and relevant content.
These efforts resulted in numerous proposals and pitch opportunities, and RSW/US provided counsel to help the agency develop persuasive proposals exhibiting how they could solve specific problems facing the prospect.