How RSW/US Helped a Midwest Integrated Agency Close with a National Professional Services Organization That Was Just the Right Fit
Winning an initial project, our client rolled that into further work with the prospect’s corporate parent company, resulting in $350K in billings and an ongoing relationship.
Part of a global network, this agency works with division-level and small business units in the B2B and B2C space.
Their primary source of new business, referrals, was declining and new business development was a shared responsibility among account managers.
A lack of a new business apparatus was compounded by a loss of a large legacy account that was taken in-house and consolidated with other partners.
To start, the Operations team custom-built a target list of companies adhering to tight parameters: mid-sized, based in the Midwest, and that didn’t conflict with existing clients within the network.
The RSW/US new business director then went to work zeroing in on prospects facing challenges with a small business unit or at a division level.
In the first few months of prospecting, RSW/US helped the client open up numerous proposal and RFP opportunities.
One prospect in particular was acquiring a small business to complement their service line.
The RSW/US team supported the agency’s prospect nurturing with timely and relevant news content that illustrated the agency’s interest and familiarity with the prospect’s ongoing acquisition.
The RSW team also provided counsel that helped the agency develop compelling proposals exhibiting how their capabilities could solve specific problems facing the prospect. With this, wins started adding up.
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.