How RSW/US Helped a Healthcare-Focused PR Firm Score Four New Clients, Including One That Had Previously Eluded Them
In a brief period of time, our client scored four new client wins, Biotec, Cytomedix, Onconova…and Genzyme! New revenue generated in the first year collectively exceeded $750K.
Lack of new business development methodology was the key hurdle for this firm.
Despite proven healthcare expertise built over 20 years across multiple clients, no system existed to leverage that experience in generating new business.
As a case in point, the client had made initial contact with the Public Relations department at Genzyme.
Yet, weak follow-up prevented progress toward winning the business.
RSW/US’s new business development methodology entailed a systematic approach to prospecting and opened up numerous new opportunities for this PR firm. However, the client also wanted to go after the one that got away, Genzyme.
While this PR client had established relationships to some degree with mid-level marketers at the company, making connections with contacts at the senior level was a challenge for them.
Compounding this difficulty, the parent company had already hired several PR firms for other divisions.
However, Genzyme was still looking for the “right fit” with a firm that would help them reinforce their reputation as a science-driven organization and grow their thought leadership position.
The RSW/US NBD leveraged the strong messaging we helped them craft for the firm during our onboarding process.
She networked relentlessly through the prospect organization utilizing multiple channels to reach and persuade senior decision-makers.
Eventually, we were able to successfully show Genzyme how our client was the “right fit” they were looking for.
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.