RSW/US Agency New Business Case Study: Full Service Firm Focused on Retail, DIY and Healthcare Located in the Midwest
This agency focuses on the end consumer in the B2C space. Prior to engaging with RSW/US, the agency acquired new business through consultants or referrals, with the lead principal the primary point of contact. The agency had no dedicated business development personnel or process, and were in the midst of rebranding the agency.
Key to getting started was identifying prospect companies that fit the agency’s refocus on three primary sectors. RSW’s strategy called for leveraging the agency’s regional reputation and connecting with mid-management influencers and decision makers.
Early into the program, RSW/US connected the Client with a prospect that was unaware of the agency and had no immediate need. This case-study is especially important because it represents a “longer-tail” prospect. 30-50% of the meetings we set for our clients turn into a pitch or proposal, but sometimes it simply takes more time. The RSW New Business Director kept in touch over 2 years, nurturing a relationship with relevant work that continued to illustrate the agency’s experience and expertise.
Our client began with a small first project, and now 2 years after the initial project the agency has billed over $500K cumulatively, with additional work on the horizon.