RSW Case Study-Tech-Focused Full Service Agency Located in SoCal

RSW Case Study-Tech-Focused Full Service Agency Located in SoCal

How RSW/US Helped a SoCal Tech-focused Full-service Agency Secure an AOR Relationship with a Thriving Startup

Client wins include Avaak and Hanger, as well as DriveCam and Druva, generating approximately $400K initially.

Because new tech companies form every day and industry experts change roles quickly, identifying prospects in this industry can be painstaking and time-sensitive.

As an agency deeply entrenched in the tech industry the partners knew in-house strengths were best applied on account work. Growth objectives would be most efficiently fulfilled by outsourcing new business acquisition.

Business development expertise and the efficiency of a proven methodology were key needs that RSW/US brought to the table.

RSW Case Study-Tech-Focused Full Service Agency Located in SoCal

For this agency, the pool of desirable new business prospects is tightly defined by both geography and industry – limiting the size of the list the RSW/US Operations team could build.

The New Business Director working with the client dedicated herself to additional industry research to enable her to reach prospects as they took on new responsibilities and to be in position as early as possible in the development pipeline with new products and services.

While doing research, the NBD saw news about Druva, a company providing data protection.

Founded in 2008 with Angel financing and with seven employees, it has grown to become a firm of 300 employees that serves over 3,000 customers in less than six years.

In October, 2013, Druva announced completion of $25 Million in Series C funding to support its inSync platform. Within a month, our NBD had a meeting set with Druva for our client.

 

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.

RSW Case Study B2B and B2C-Focused Design Firm Located in Illinois

RSW Case Study: B2B and B2C-Focused Design Firm Located in Illinois

How RSW/US Helped a Midwestern Brand Design Firm Solidify a New Business Process and Direction to Win Over $1 Million In New Revenue

RSW/US enabled this client to close significant new business, including Elkay, Aquascape, and WINIX Filters totaling more than $1 million in new revenue to date.

Prior to engaging RSW/US, the agency’s new business development was the responsibility of the General Manager, whose day-to-day client demands took priority.

An outdated prospect database meant that too often the client wasted time on new business calls that rarely resulted in quality leads.

After years delivering solely creative and graphic work, the firm was repositioning itself as a brand design firm with a focus on merchandising, packaging, and digital branding.

Refining the messaging of this new direction was proving to be a challenge considering the scarcity of prior results.

RSW Case Study B2B and B2C-Focused Design Firm Located in Illinois

Before applying our new business methodology, RSW/US knew this client’s challenges called for strategic consultation on positioning and revising their marketing communications efforts.

During an intensive onboarding period, the New Business Director and RSW/US senior management consulted with the client to refine messaging in support of their new positioning, which guided further recommendations regarding their web presence, the design of an effective brochure and the development of informative case studies.

Once the new strategy was set and selling materials finalized, the RSW/US new business process took over.

As opportunities emerged, the New Business Director coached the General Manager on the optimal approach to first meetings – such as how to effectively talk about the prospect’s needs and how to serve up the capabilities/experience his firm could offer.

 

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.

RSW Case Study-Healthcare-Digital Agency Located in Kentucky

RSW Case Study-Mid-Sized Digital Firm Located in Kentucky

How RSW/US Helped a Mid-Sized Digital Firm in Kentucky Acquire Multiple Clients and Grow into a 70+ Person Agency with Offices in 3 States

Over 6+ years, RSW/US helped this client grow into 70+ person agency with expansion into 3 states and delivered millions of dollars through new clients.

Prior to enlisting RSW/US services, this agency had assigned new business responsibilities to a three-person team that was comfortable nurturing leads locally through networking.

However, budgets for new business from within the market were getting increasingly small.

The in-house new business team wasn’t comfortable building relationships outside the immediate market and their own client account demands were diverting attention from new business activity.

RSW Case Study-Mid-Sized Digital Firm Located in Kentucky

In addition to building the agency’s client base, a key objective was to deliver solid profit margins on new business.
To start, RSW/US refined and narrowed target industries for a stronger return.
We also recommended expanding the geography to access larger prospects.
Finally, we helped refine the client’s new business materials and the website messaging to support the new prospecting strategy.
The agency provided a wealth of assets, including a monthly newsletter and a quarterly magazine, plus frequent, relevant blog and social media posts.
Such commitment establishes the agency as a thought leader.
Because the RSW/US new business process is robust with outreach through phone, mail, email and social media, it was able to leverage this material to its fullest.
These channels provided multiple touch points with prospects and the means for disciplined follow-up that added value at each step.

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.

RSW Case Study-Healthcare-Focused PR Firm Located in DC

RSW Case Study-Healthcare-Focused PR Firm Located in DC

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 Case Study-Healthcare-Focused PR Firm Located in DC

 

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.

RSW Case Study-Digital Marketing Agency Located in Missouri

RSW Case Study-Digital Marketing Agency Located in Missouri

How RSW/US Helped a St. Louis- Based Digital Marketing Agency Secure Three New Clients in Less Than a Year

Three new clients in less than a year, totaling more than $500K: The National Civil Rights Museum, Aratana Therapeutics, and Enjoy Life Foods. These wins positioned it as an attractive acquisition opportunity for a leading interactive firm.

This agency was facing the all-too-familiar challenge for small to mid-size agencies: struggling to grow the client base.

The owner knew they had to pursue new business but internal resources were focused on existing clients whose brands included category leaders such as Purina and Tidy Cat, as well as the St. Louis Science Center.

They needed the right new business expertise, including a methodology that would produce results.

RSW Case Study-Digital Marketing Agency Located in Missouri\

RSW/US staff is comprised of veterans from a broad range of industries.

The New Business Director (NBD) assigned to this agency is a media industry professional with more than 20 years’ experience and knowledge of marketing and advertising from both the client and agency side.

The RSW/US NBD became fully immersed in the internal workings of the agency through a deep dive into their business.

She met the staff and learned their culture, capabilities and processes.

We called in resources from our Operations and Marketing Communications departments to develop targeted prospect lists and messaging strategies, optimized to reach decision makers.

The NBD then applied the RSW/US methodology, which includes multiple touch-points through collateral mailings, email and social media.

In addition to outreach being targeted, it was also relevant and personal for each prospect.

It delivered value and illuminated possible solutions for marketing challenges.

Perseverance in prospecting and an effective methodology was highly productive in generating new business growth for this digital agency.

 

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.

RSW Case Study-Pharma-Focused Marketing Agency Located in Pennsylvania

RSW Case Study-Pharma-Focused Marketing Agency Located in Pennsylvania

How RSW/US Helped a Pharma-Focused Marketing Agency Win New Client Work to Fuel Continued Growth

An initial $150K design assignment with this pharmaceutical company opened up further strategic planning responsibilities worth an additional $300K.

This agency was on a fabulous growth curve, more than doubling its size to nearly 100 employees.

Exciting as that was, leadership knew they needed to step up new business efforts to ensure on-going vitality.

However, they wanted to keep client-focused strategists and creative people fully engaged on existing business.

At the time they engaged RSW/ US, only two people in the firm, the Owner and EVP, were dedicated to new business.

RSW Case Study-Pharma-Focused Marketing Agency Located in Pennsylvania

The RSW/US new business process is far more than making phone calls.

Our New Business Directors prospect strategically, using targeted proprietary lists and researching prospects in-depth before reaching out.

Even that first call is intelligent and relevant. Moreover, RSW/US NBDs stay involved beyond the first meeting, helping our clients move closer to closing successfully.

Our consistent, multi-channel approach to outreach was the key to getting the door open with this prospect.

We know that the first touchpoint will rarely result in an opportunity and that polite persistence is a powerful tool.

In this case, the prospect’s needs were longer range and a series of other “hot” business priorities extended our contact with him for a period of months.

Follow-up paid off. Throughout the process, our New Business Director was disciplined and persistent, while professionally developing the prospect relationship through this phase.

After the NBD secured a meeting for our client, he also supported the Owner and EVP as they continued to develop the relationship and manage it
through to close.

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.

RSW Case Study B2B-Focused Marketing Agency Located in NYC

RSW Case Study-B2B-Focused Marketing Agency Located in NYC

How RSW/US Helped a B2B-Focused Marketing Agency Land a Seven Figure Win with a Major TeleCom Company

Prior to coming to RSW/US, this agency generated most of their new business through referrals.

They hired someone to manage new business in-house, but it didn’t work out. This left them without a consistent new business strategy in place.

They brought RSW/US on board for a more proactive approach to building their client base.

RSW Case Study B2B-Focused Marketing Agency Located in NYC

The New Business Director for this account understood that getting through the door is half the battle and that there is never just one way to gain access.

After months of persistent and polite outreach against one of this agency’s priority prospects, the NBD made an initial connection leading to a capabilities presentation – which eventually landed us a conversation with the appropriate decision-maker.

The key to making that initial connection was a long-term prospecting mindset that built strong relationships at every stage.

The NBD and agency client went into each prospect sales engagement with an achievable goal…even if it meant simply getting an opportunity to present or a referral.

With that specific goal in mind, they laid out a strategy for every stage of the process, which included a dedication to do whatever it took to reach that goal.

While the initial project came after seven months, the entire process took nearly a year and half, and 4 different referrals, to reach the decision maker – and the ultimate win.

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.

RSW Case Study-Insurance Focused Marketing Agency Located in Connecticut

RSW Case Study-Insurance Focused Marketing Agency Located in Connecticut

How RSW/US Helped an Insurance-Focused Marketing Agency Win a Six-Figure Piece of Business with One of the Nation’s Largest Insurance Companies

Six months after the initial meeting with the fifth largest P&C insurance company in the country, the agency signed a contract for a project in the six-figure range.

This full service agency focused on the insurance industry came to RSW/US after several disappointing attempts at generating new business.

The agency had cycled through three different Business Development Directors in as many years, with little or no client acquisition as a result.

Additional direct mail campaigns had also failed to generate new business opportunities.

RSW Case Study-Insurance Focused Marketing Agency Located in Connecticut

The RSW Operations team built a list for the agency, which included the 5th largest P&C insurance company in the nation.

This prospect was a perfect fit for the agency, so the New Business Director committed to making the connection.

Like most top-tier insurance companies, it was difficult to break through via email but RSW/US outreach is bolstered by a combination of digital tools to gather intel on the company and prospect, phone outreach, and direct mail (an uncluttered and effective space today).

In this case, the direct mail campaign, which included a brochure that featured success in the category, was especially effective.

Initial phone conversations revealed challenges the prospect was facing but no immediate need.

However, the relationship that developed and the prospect’s increased awareness of our client’s industry experience would pay off.

Later, when the agency principal was introduced to additional members of the prospect team, one member was surprised to learn that we were not introduced to the company by the traditional referral. He commented, “No one gets in”… but RSW/US did!!

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.

RSW Case Study-Entertainment-Focused Full Service Digital Marketing Agency Located In NYC

RSW Case Study-Entertainment-Focused Full Service Digital Marketing Agency Located In NYC

How RSW/US Helped a Full Service Digital Marketing Agency Close with Multiple Major Broadcast Companies

Over multiple years, RSW/US helped this full service digital marketing agency client close initial projects ranging from $60K to $200K with Bravo, NBCUniversal, and A&E-History Channel.

This full-service digital marketing agency has an array of clients, which span Live Events, Sports, Film & Television, Theatre, Arts & Cultural Institutions and Travel & Tourism.

Prior to engaging with RSW/US, the agency acquired new business primarily through referral and was struggling to break through to top-of-the-funnel leads.

They tried and tested many – and different – business development approaches, none of which worked, as the agency didn’t have a formal process in place, and lacked consistent effort and internal bandwidth.

RSW Case Study-Entertainment-Focused Full Service Digital Marketing Agency Located In NYC

Our strategy began by identifying prospect companies looking to promote their brand experience on or off the couch – in other words, to drive fan engagement, develop new messaging and brand strategy, create storytelling platforms, and strengthen social media engagement.

At RSW/US, success is a team effort – our List Operations group understood the target and the New Business Director was tasked with conveying the agency’s depth of experience and value.

In one example, the RSW/US New Business Director spoke with a contact who was not ready to engage with the agency.

The NBD persisted with relevant and thought-leader centric outreach across platforms – ten additional touches to be exact.

During a second conversation, the prospect acknowledged receiving and evaluating the client’s website and case studies, which “sold him on taking a meeting.” In similar fashion, RSW/US continually connected the client with right-fit prospects and helped nurture relationships that developed into six pieces of business with six different companies.

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.

RSW Case Study B2B-Focused Marketing Agency Located in Oklahoma

RSW Case Study-B2B-Focused Marketing Agency Located in Oklahoma

How RSW/US Helped a B2B-Focused Marketing Agency Located in Oklahoma Land a Seven Figure Win and AOR Relationship

After a year of providing exceptional work, Grasshopper awarded all marketing initiatives to the agency as full AOR, a win which totaled $2.5M.

Our client wanted to expand their client base outside the Oklahoma region.

They came to RSW/US for support in creating a prospect list that met their criteria in regions outside their current geographical focus.

They were also looking for additional outreach strategies to build awareness and generate new business relationships.

RSW Case Study B2B-Focused Marketing Agency Located in Oklahoma

The RSW/US Operations list-building team initially targeted companies in OK, KS, AR, TX, and later expanded the prospecting range further to the east and west.

We tailored messaging to feature the agency’s work in the B2B2C space, including past campaigns, industry-specific content, value-added email campaigns, and branded eBooks.

This helped to zero in on specific companies like Grasshopper, which were in the B2B2C space and have a dealer network.

After a few touchpoints, the Director of Marketing agreed to a conversation, which uncovered some key challenges and allowed our agency client to showcase their expertise.

Within a month, the agency provided qualitative research to Grasshopper. After presenting additional materials and their brand assessment proposal, the agency was awarded a first assignment for $124k.

 

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.