RSW/US Agency New Business Case Study: Full Service Advertising/PR Firm with B2B/B2C Focus
This agency came to us with a strong portfolio of work and an established reputation in both the B2B and B2C space. Prior to engaging with RSW/US, the agency acquired new business organically and through local and regional networking, with the lead principal responsible for driving the majority of new opportunities.
They had two main challenges: while their HQ was in the 5th largest city in the state, it was unjustly overlooked as “unhip” and so was even tougher to break through to prospects. They also had no clear industry focus or direction.
We began our strategy planning session by unpacking the client’s wide breadth of work. Based on their expertise and portfolio, manufacturing clearly came out on top as the most promising vertical. Pinpointing the right prospects was just the beginning.
We know in order to break through effectively, you can’t just use email and phone. We also employed direct mail (yes, print!), social media (where it made sense) and supplemental technology platforms, in order to break through effectively.
Our client has closed four pieces of business. All began as projects $50+K, and all have grown into additional work.