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.
RSW Case Study-Full Service Firm Focused on Retail, DIY and Healthcare Located in the Midwest

RSW Case Study-Full Service Firm Focused on Retail, DIY and Healthcare Located in the Midwest

How RSW/US Helped a Full-Service Firm Serving B2C End Consumer Brands Close a Six-Figure Piece of Business

Two years later, the agency billed over $500K cumulatively with additional work on the horizon.

Focused on the end consumer in the B2C space, this agency traditionally acquired new business through consultants or referrals.

Having no dedicated business development personnel or process, the lead principal was the primary point of contact.

In the midst of a rebrand, they needed help understanding what capabilities would best resonate with prospects, which industries to target, and where to position the agency in the marketplace.

RSW Case Study-Full Service Firm Focused on Retail, DIY and Healthcare Located in the Midwest

To start, RSW identified prospect companies that fit the agency’s refocus on three primary sectors. Our 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 open to an introduction but had no immediate need.

Over the next two years, the RSW New Business Director nurtured the relationship by sharing relevant work that continued to illustrate the agency’s experience and expertise.

Due to this relationship, the prospect eventually contacted the NBD to invite our agency client to pitch.

The RSW/US team further provided counsel to help the agency develop a compelling pitch deck, exhibiting how their capabilities could solve specific problems facing
the prospect.

This was key in helping them win an initial assignment.

 

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, settin meetings and helping move them closer to close.

RSW Case Study-Multi-Location Regional Bank Win Social Media Agency Located In New York

RSW Case Study-Multi-Location Regional Bank Win Social Media Agency Located In New York

How RSW/US Helped a NYC-based Social Media Agency Close with a 200+ Location Regional Bank

Our client closed an initial $150K piece of business, with work ongoing.

Prior to engaging with RSW/US, this agency’s primary new business vehicle, referrals, was slowing.

As with so many agencies, no one was dedicated to new business development internally, no formal process to diversify prospecting existed, and too large a percentage of billings was represented by a few key clients.

Our client wanted a better strategy and approach for continuous growth.

RSW Case Study-Multi-Location Regional Bank Win Social Media Agency Located In New York

Because our client’s positioning was so broad, we thought it important to target one area of strategy and opportunity with certain segments our client hadn’t focused on previously.

The RSW/US team further refined the list by identifying prospect companies with a social media presence that could be improved.

Targeting a key group of prospects every 4-5 weeks, the RSW New Business Director (NBD) was able to focus her research, unearthing news that a mid-sized regional prospect was expanding.

The NBD reached out to speak to what improving their nearly nonexistent social media presence could mean to the bottom line.

However, as the financial space is notoriously difficult to break into using email, the NBD also relied on an underappreciated agency new business channel: the phone.

She left concise VMs to further convey relevant social media insights. Little did she know that the VP of Marketing was forwarding these messages to their team as examples of
what they could be accomplishing.

After more than a dozen touches were made over 7 months, the NBD secured a meeting 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-Integrated Agency Expert In Small Business Communications Located In The Midwest

RSW Case Study-Integrated Agency Expert In Small Business Communications Located In The Midwest

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.

RSW Case Study-Integrated Agency Expert In Small Business Communications Located In The Midwest

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.