Real-world examples of agencies and marketers navigating new business challenges—including RSW/US client work, agency searches, and lessons from the field.

How a Full-Service Marketing Agency Won a $125K Video Series in the Industrial Manufacturing Space
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How a Full-Service Agency Won a $125K Project in the Metallurgical Components Space

How a Full-Service Agency Won a $125K Project in the Metallurgical Components Space

Client TypeFull-Service Advertising, Marketing, and PR Agency
Win$125K Video Series Project, Global Metals Manufacturer
Verticals ServedManufacturing, Industrial, Automotive, Energy, Healthcare, Medical Equipment

How a Full-Service Marketing Agency Won a $125K Video Series in the Industrial Manufacturing Space

The Challenge: Translating Complex Manufacturing Processes Into Video Content Industrial Buyers Trust

This full-service marketing agency had strong capabilities in manufacturing video production, built through years of advertising, branding, and content work across its client roster.

Winning industrial and manufacturing accounts takes something different from the retail and consumer work that filled most of the agency’s pipeline.

Manufacturers that produce metals, alloys, and engineered components sell to buyers who need proof before they’ll commit, not persuasion.

A video about a metals manufacturing process gets watched by engineers and plant managers who know the process cold, so it has to hold up to that kind of scrutiny.

Getting that technical accuracy right, while still producing something that looks and sounds professional, is a skill most agencies don’t have.

The challenge was finding manufacturers who needed exactly that combination and getting in front of them consistently.

Why Outsourced New Business Made Sense

Manufacturing and industrial companies don’t shop for marketing partners the way consumer brands do, and the people who make that call, plant leadership, engineering, and corporate marketing, are spread across different departments and hard to reach through one channel.

RSW/US assigned a dedicated New Business Director to reach marketing and communications decision-makers at manufacturing and industrial companies using the RSW tech stack, phone, email, LinkedIn, and direct mail.

The messaging focused on companies that needed to explain a complicated product or process to customers, distributors, or investors, since that’s exactly where video does the most work.

How RSW/US Built the Program

The program centered on the agency’s manufacturing video production strength, a capability most industrial marketers struggle to find in one place.

RSW/US built a prospect list of manufacturers, industrial and automotive suppliers, and metals and materials companies where marketing teams needed to make technical products understandable to a mixed audience of engineers, buyers, and investors.

Messaging spoke directly to that challenge instead of leading with generic creative services.

Luvata, a metals manufacturing company owned by Mitsubishi Materials Corporation, surfaced as a strong fit given how technical its products are, from copper welding and brazing materials used across the auto industry to components for energy and healthcare applications.

Copper and alloy manufacturing processes like extrusion, casting, and drawing aren’t easy to explain visually, and getting it right takes real production expertise, not just interviewing an executive on camera.

The RSW/US New Business Director built the relationship with the right contact at Luvata over a period of consistent, direct communication, and the conversation moved from an initial introduction to a defined project scope as trust in the agency’s process grew.

The Result: A $125K Video Series for a Global Metals Manufacturer

The agency won a $125K video series project with Luvata, a copper and metal alloy manufacturer owned by Mitsubishi Materials Corporation, whose products show up in everything from auto industry welding and brazing applications to energy, healthcare, and industrial equipment worldwide.

The project put the agency’s manufacturing video production work to the test, translating a technical process into content built for engineers, customers, and internal stakeholders alike.

Learn more about Luvata.

Is Your Agency Ready to Win More Manufacturing, Industrial, or Automotive Work?

Manufacturers and industrial companies need partners who can make a technical product or process clear without dumbing it down, and that makes them strong prospects for a full-service marketing agency with real manufacturing video production experience. RSW/US can help you find those decision-makers, start the conversation, and keep it moving until there’s a project on the table.

Want to see exactly what’s included in a full program? Explore Our Offerings

Want to understand how we work day-to-day? See Our Process

Have questions before you reach out? Read Our FAQ

Contact us to discuss how we can help you get in front of the right prospects and win more business!

Contact Us
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3 Reasons Your Agency New Business Efforts Keep Stalling
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3 Reasons Your Agency New Business Efforts Keep Stalling

Wondering Why Your New Business Efforts Aren’t Effective?

I can throw out several potential reasons: no consistency, no plan, no one owns the effort, to name a few.

These are all valid reasons and I don’t mean to diminish their importance with a quick list, but recently, I’ve seen several patterns reoccur across multiple firms I’ve spoken with.

Their new business efforts are stalled and once you step back and take a big-picture look, you begin to see why.

Here are 3 Reasons Your Agency New Business Efforts Keep Stalling:

1. Why Your Agency New Business Isn’t Breaking Through: You’re Not Creating Context

I swear, if I get one more cold LinkedIn sell, I will lose it.

Similarly, if your only approach is to go for the throat in your first email, you’ll never get in the door.

What you’re trying to get is attention, right?

Sending yet another cold email only adds to your prospects’ full to bursting inbox.

You have to create context around your prospecting.

Look at your efforts as a campaign.

A campaign that can be repeated with small changes over time.

The key is creating awareness first and selling later; however, by later, I mean the whole campaign over the course of a month, for example.

You create context by first reaching out and speaking the prospect’s language, conveying your understanding of their vertical.

You must do this with multiple touches, using multiple mediums.

Here’s an initial example:

In the first week, start things off by mailing something-a simple letter or a simple collateral piece.

It’s such an uncluttered medium-you need to take advantage of it.

And while people are all over today, as far as where they’re working, someone is picking up the mail. (It still works.)

And follow with an email, letting them know you sent something to them and why you sent it (because you focus on their industry, you’re expert in this service, etc.).

In the next week, follow up with a first call, and if they opened your email from last week, consider linking in with them, but DO NOT message them with a cold sell.

And follow several days later with a second email.  This is where you start to sprinkle in a case study.

By the third week, you may not have broken through, but you’ve created that context, and therefore permission.

The key of course is in the messaging.  (See #3 below).

But about that permission.

3 Reasons Your Agency New Business Efforts Keep Stalling

2. You’re Misreading What “Permission” Means in Agency Prospecting

I mentioned above the right way to go about getting your prospect’s permission.

Agencies sometimes take this far too literally though, and rather than building prospecting tiers by layering targeted, meaningful messages, they literally reach out the first time and do the “aw shucks” or “hey, I’m in your corner” type of messaging.

I am not a fan of any of the following prospecting language:

“Your time is valuable, so I’ll cut right to the chase”

“I know you’re busy, so. . . .”

“(Insert prospect’s industry here) is more complex/harder than ever. . .”

You’ve got to cut to the chase.

If you’ve created that context I mentioned above, you can prospect with confidence and not worry about filler like “I know you’re busy.”

Of course they’re busy-you’re wasting your time and your prospect’s when you write that.

3. Your Prospects Don’t See the Value in a First Conversation

As mentioned in #1 above, if your messaging doesn’t speak to the business challenges you help solve, you’ll never get past square one.

First, you have to speak to your prospects and not at them.

If your initial outreach reads or sounds like brochure copy, or like an ad for your firm, it will never resonate.

Instead, mention a real-world challenge you helped a client solve.

Don’t get overly familiar, but do treat it as though you’re talking to the prospect on a professional, but natural level.

Use clear, concise language and state your specific expertise, a few examples of your work, and the intent of your reach out. (An initial conversation).

And if it’s too much to do yourself, we only work with small and mid-sized firms, happy to talk, email me at lee@rswus.com

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Knoodle Founder's Hour-Mark-Sneider
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Building a Sustainable Agency Growth Engine: Insights from Mark Sneider

Most marketing agencies are experts at managing their clients’ brands, but they often neglect their own.

It is the classic “cobbler’s children” scenario where client work always takes priority, and internal business development falls by the wayside.

In a recent episode of the Knoodle Founder’s Hour, RSW/US President Mark Sneider sat down with Rosaria Cain to discuss why new business development is such a hurdle for agency principals and how to build a more sustainable outreach engine.


Per Mark:

Ad agencies dislike prospecting.

They get busy serving clients and neglect their own pipeline.

That’s the exact problem RSW/US solves: we help marketing agencies and professional service firms find qualified leads, set meetings, and get prospects as close to close as possible.

We don’t just book meetings, we help nurture prospects until the client can win them.

3 principles that make RSW work:

  2. Multi‑channel + consistency: phone, email, physical mail, LinkedIn: use multiple channels and stay persistent. Some prospects take years to respond; consistency pays off.

Key Highlights from this episode: Why Ad Agencies Hate Going After New Business (And How to Fix It)

The Myth of the Dead Cold Call

There is a common belief that reaching out via phone is a thing of the past; however, the data suggests otherwise.

While email deliverability becomes more difficult, the phone remains a reliable way to break through the noise.

Mark explains that success comes from a multi-channel approach, using a mix of phone, email, and even physical mail,  helps an agency stand out in an uncluttered environment.

Consistency Over Intensity

One of the biggest pitfalls for agencies is the “stop-and-go” nature of their outreach.

When an account demands attention, prospecting usually stops.

This lack of consistency creates a feast-or-famine cycle that’s hard to break.

Mark emphasizes that a dedicated resource must stay focused on the “hunt” every day, regardless of how busy the rest of the agency becomes with current deliverables.

Leveraging AI Without Losing the Human Touch

AI is changing how agencies handle prospecting, particularly in list-building and meeting preparation.

While these tools increase productivity, they’ve also led to a marketplace crowded with over-promises.

The key is using technology to work smarter while maintaining the strategic thinking that a “doer” agency simply cannot replicate.

High-level strategy is what separates a partner from a mere vendor in the eyes of a prospect.

Finding the Right New Business Talent

The role of a New Business Director is notoriously difficult, requiring resilience and a specific “hunter” mentality.

Mark shares that his hiring criteria shifted over time to prioritize strong sales experience first, followed by marketing knowledge.

Supporting these individuals within a collaborative, non-competitive culture is essential to surviving the high rejection rates inherent in the role.

Navigating Market Uncertainty

When the economy feels unpredictable, many marketers overreact by pulling back.

Agencies can stay ahead by focusing on strategic program development and consistent outreach.

Instead of going into “full sales mode,” the most effective strategy is to provide continuous value.

It’s about playing the long game and staying visible even when the market seems quiet.

The Power of Giving Away Your Best Thinking

The ultimate differentiator in a crowded industry is the willingness to provide strategic counsel before a contract is even signed.

Mark references the legacy of Leo Burnett to highlight that bringing constant value to a client’s life is the only way to sustain a long-term reputation.

When you offer insights that help a prospect solve a problem, you move from being a salesperson to a trusted advisor.

Build a supportive culture; we’re a team that helps each other, not a boiler room.

And when markets tighten, companies still need new business.

Stay predictable in your execution, reach more prospects, and keep bringing value. That resilience matters.

A cultural operating line Mark shares with every hire:

Bring constant, added value.” If your offering can be reduced to a commodity, you’ll be competing on price or noise. Help clients win with thinking, not just tactics.
Whether you’re an agency founder, a sales professional, or an entrepreneur navigating market shifts, this episode focuses on resilience, smart prospecting, and building meaningful business connections.
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Your Agency Has a LinkedIn Newsletter. Now What? A Business Development Strategy That Works

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LinkedIn is one piece of a larger strategy. For a fuller picture of what a modern agency new business approach looks like, our agency business development playbook covers the tactics working in today’s competitive, cost-sensitive market.

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How a Customer Engagement Agency Won a $60K Project in the Natural and Organic Grocery Space
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How a Customer Engagement Agency Won a $60K Project in the Natural and Organic Grocery Space

How a Customer Engagement Agency Won a $60K Project in the Natural and Organic Grocery Space

Client TypeCustomer Engagement and Loyalty Agency
Win$60K Project, Natural and Organic Grocery Retailer
Verticals ServedGrocery, Retail, Natural and Organic, Health and Wellness, DTC, Food
How a Customer Engagement Agency Won a $60K Project in the Natural and Organic Grocery Space

The Challenge: Loyalty Expertise That Needed a More Consistent Path to Retail and Grocery Clients

This customer engagement and loyalty agency understood what drives repeat purchase better than most.

In grocery and natural retail specifically, shoppers who belong to a loyalty program spend more, visit more often, and are significantly harder to pull away with a competitor’s promotion.

Building a program that works, selecting the right technology to power it, and connecting it to how customers actually shop requires a level of strategic and operational expertise that most retailers don’t have in-house.

Natural and organic grocery is a distinct segment of retail with customers in this space typically values-driven and highly engaged with the brands they trust.

A loyalty program for a natural grocery chain isn’t just about points and rewards but about reinforcing a relationship built on shared values around health, sustainability, and food quality.

An agency that understands how to build programs that reflect that kind of brand identity, not just drive transactions, brings something meaningful to the table.

The challenge was getting the agency’s customer engagement capabilities in front of the right decision-makers at grocery and natural retail organizations consistently enough to build a reliable pipeline.

Why Outsourced New Business Made Sense

Grocery and retail organizations evaluating customer engagement and loyalty partners are dealing with a lot of competing priorities at once: operations, merchandising, store-level execution, and marketing all competing for internal attention.

RSW/US assigned a dedicated New Business Director to work on the agency’s behalf, reaching marketing, CRM, and loyalty decision-makers at grocery chains and natural retail organizations through the RSW tech stack, phone, email, LinkedIn, and direct mail.

The messaging was built around the specific challenges those teams face in building loyalty programs that change shopping behavior and hold up against the promotional pressure that grocery retail generates constantly.

How RSW/US Built the Program

The kick-off focused on what made this agency’s customer engagement approach valuable to grocery and natural retail brands.

Their ability to combine loyalty program design with software selection guidance gave them an edge over agencies that only handled one side of the equation.

For a retailer building or rebuilding a loyalty program, having a partner who could help them think through both the strategy and the technology was a real differentiator.

RSW/US built a targeted prospect list of grocery chains, natural and organic retailers, and specialty food retailers where customer loyalty and repeat purchase were active marketing priorities.

Outreach was designed to speak to the challenges those organizations faced in turning health-conscious, values-driven shoppers into committed long-term customers.

Natural Grocers was identified as a strong target and our RSW/US New Business Director got to the right contact at the organization and began building the relationship.

When that contact left the company, the New Business Director tracked down their replacement and kept the conversation going. The persistence paid off and the engagement followed.

The Result: A $60K Project with a Leading Natural Grocery Chain

The agency won a $60K project with Natural Grocers by Vitamin Cottage, a natural and organic grocery retailer operating more than 150 stores across 20-plus states with a deep commitment to product quality, sustainability, and community health.

For a customer engagement agency whose work was built around helping retailers build loyalty programs that reflected their brand values, it was a direct result of outreach that stayed in the game even when the original contact walked out the door.

Learn more about Natural Grocers by Vitamin Cottage.

Is Your Agency Getting in Front of the Grocery and Retail Brands That Need What You Do?

Grocery and natural retail brands are active buyers of customer engagement and loyalty services. RSW/US can help you get in front of the right decision-makers and stay there even when contacts change. We build the program, generate the right meetings, and help move opportunities forward.

Want to see exactly what’s included in a full program? Explore Our Offerings

Want to understand how we work day-to-day? See Our Process

Have questions before you reach out? Read Our FAQ

Contact us to discuss how we can help you get in front of the right prospects and win more business!

Contact Us
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How a Full-Service Marketing Firm Won a First Project with a Technical College

How a Full-Service Marketing Firm Won a First Project with a Technical College

How a Full-Service Marketing Firm Won a First Project with a Technical College

Client TypeFull-Service Marketing Firm
Win$40K First Project, Technical College
Verticals ServedHigher Education, Technical Colleges, Healthcare, Financial Services, Non-Profit, Government

How a Full-Service Marketing Firm Won a First Project with a Technical College

The Challenge: Strong Education Credentials With No Consistent Way to Reach New Institutions

This full-service marketing firm’s track record spanned healthcare, financial services, nonprofits, and education.

In education specifically, they knew how to build campaigns that drove enrollment, built institutional brand awareness, and connected with prospective students in ways that actually moved the needle.

Technical and community colleges compete for students who have a lot of options, often including four-year universities, workforce training programs, and the option to skip college entirely.

Getting the right message to the right audiences, whether that’s recent high school graduates, adult learners, or employers looking for workforce development partnerships, requires a marketing partner who understands that landscape and knows how to navigate it.

The challenge was getting their education capabilities in front of the right decision-makers at technical colleges and higher education institutions consistently enough to build a predictable pipeline.

Why Outsourced New Business Made Sense

Marketing and communications teams at technical colleges are managing enrollment campaigns, institutional branding, and community outreach all at once, and they evaluate agency partners carefully before bringing anyone new into the mix.

Getting into those conversations requires sustained visibility with the right people over time.

RSW/US assigned a dedicated New Business Director to work on the firm’s behalf, reaching marketing and communications decision-makers at technical colleges and higher education institutions through the RSW tech stack, phone, email, LinkedIn, and direct mail.

The messaging was built around the firm’s proven ability to create campaigns that drove real enrollment results for education clients, speaking directly to the challenges those teams face in a competitive student recruitment environment.

How RSW/US Built the Program

The kick-off focused on making the firm’s education experience concrete and credible.

Award-winning campaigns for technical colleges and educational organizations gave RSW/US a clear story to take to market, one built around measurable outcomes like enrollment increases and audience reach.

RSW/US built a targeted prospect list of technical colleges, community colleges, and higher education institutions where the firm’s integrated capabilities across TV, digital, social, and brand development were a strong fit.

Outreach was designed to speak to the pressures those marketing teams face in reaching diverse student audiences across traditional and non-traditional demographics.

Hennepin Technical College, a Minnesota technical college with campuses in Brooklyn Park and Eden Prairie offering more than 60 programs across manufacturing, healthcare, IT, construction, and more, was identified as a strong target.

The Result: A $40K First Project with Hennepin Technical College

First projects with higher education clients are important for the relationships they open.

A technical college that finds a marketing partner it trusts tends to bring them back, and the path from first project to ongoing work is a well-worn one in this sector.

RSW/US opened the door and the firm’s education experience and creative capability took it from there.

Learn more about Hennepin Technical College.

Is Your Firm Getting in Front of the Educational Institutions That Need What You Do?

RSW/US can help you get in front of the right decision-makers at technical colleges and higher education institutions.

We build the program, generate the right meetings, and help move opportunities forward.

Want to see exactly what’s included in a full program? Explore Our Offerings

Want to understand how we work day-to-day? See Our Process

Have questions before you reach out? Read Our FAQ

Contact us to discuss how we can help you get in front of the right prospects and win more business!

Contact Us
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How a Challenger Creative Agency Won a $350K Engagement in the Premium Power Tools Space

How a Challenger Creative Agency Won a $350K Engagement in the Premium Power Tools Space

Client TypeFull-Service Creative Agency
Win$350K Engagement, Premium Power Tool Brand
Verticals ServedTools and Hardware, Manufacturing, Construction, Outdoor and Power Equipment, Consumer Brands
Integrated Marketing Agency Builds a Win with Precision Power Tools Manufacturer

The Challenge: A Creative Agency Built for Working Brands With No Consistent Path to New Ones

This full-service creative agency worked across outdoor equipment, power tools, coolers, and consumer durables.

They knew how to build campaigns that spoke to people who used the products, and marketing premium tools and equipment to professional craftspeople is a specific challenge.

They evaluate tools based on performance, precision, and durability, and they’re skeptical of marketing that overpromises.

Getting the creative right for an audience this demanding requires an agency that understands the working professional mindset and knows how to build brand credibility without losing the edge that makes a premium brand worth paying for.

The challenge was getting in front of the right brand and marketing decision-makers at premium equipment and tool companies consistently enough to build a reliable pipeline.

Why Outsourced New Business Made Sense

The marketing and brand leaders at premium equipment brands are protective of what their brands stand for, and they evaluate creative partners carefully before bringing anyone new into the mix.

RSW/US assigned a dedicated New Business Director to work on the agency’s behalf, reaching marketing and brand decision-makers at tools, equipment, and consumer durables companies through the RSW tech stack, phone, email, LinkedIn, and direct mail.

The messaging was built around the agency’s track record with demanding, performance-driven brands and their ability to build creative that earned respect from those audiences.

How RSW/US Built the Program

The kick-off focused on making the agency’s challenger approach concrete for brands in the tools, equipment, and outdoor categories.

Their work with performance-driven consumer brands showed a specific capability: the ability to create campaigns that felt authentic to people who worked with their hands, who measured quality by results, and who didn’t respond to marketing that talked down to them or dressed up features they didn’t care about. That story translated directly to the premium tools space.

RSW/US built a targeted prospect list of premium equipment manufacturers, power tool brands, and outdoor and construction equipment companies where the agency’s no-nonsense creative approach was a real fit.

Outreach was designed to speak to the specific challenge those brands face in reaching professional audiences who are deeply skeptical of marketing that doesn’t reflect how they actually work.

The Result: A $350K Engagement with a Premium Power Tool Brand

The agency won a $350K engagement with Festool USA, the American operation of a globally respected German premium power tool brand trusted by professional craftspeople for precision, durability, and performance.

For a challenger creative agency that built its reputation on work that connected with demanding, performance-driven audiences, it was a meaningful win that validated both the agency’s capabilities and the program that opened the door.

Learn more about Festool USA.

Is Your Agency Getting in Front of the Premium Brands That Need What You Do?

Premium equipment, tool, and consumer durables brands are active buyers of creative services, and they’re selective about who they work with.

RSW/US can help you get in front of the right decision-makers: we build the program, generate the right meetings, and help move opportunities forward.

Want to see exactly what’s included in a full program? Explore Our Offerings

Want to understand how we work day-to-day? See Our Process

Have questions before you reach out? Read Our FAQ

Contact us to discuss how we can help you get in front of the right prospects and win more business!

Contact Us
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the cordish companies logo

How a PR Agency Won a Multi-Year Contract in the Real Estate and Entertainment Space

How a PR Agency Won a Multi-Year Contract in the Real Estate and Entertainment Space

Client TypeFull-Service Public Relations Agency
Win$120K Year One, 3-Year Contract Anticipated, Real Estate and Entertainment Developer
Verticals ServedReal Estate, Entertainment, Hospitality, Tourism, Economic Development, B2B
the cordish companies logo

The Challenge: A PR Agency With Broad Sector Depth and No Consistent Path to New Clients

This full-service PR agency covered a wide range of clients across education, tourism, hospitality, economic development, nonprofits, and B2B sectors.

Their earned, owned, and paid media approach resulted in a track record including meaningful results for state agencies, major retailers, higher education institutions, and destination brands.

Large-scale mixed-use projects, entertainment districts, and hospitality developments depend on community trust, public narrative, and media relationships to move through development, attract visitors, and build the kind of long-term brand equity that supports occupancy and investment.

An agency that understands both the earned media landscape and the strategic communications needs of complex development projects is a real asset to a company in this space.

The agency needed a program that could generate consistent conversations with organizations in real estate, hospitality, and economic development without waiting on referrals to drive every new relationship.

Why Outsourced New Business Made Sense

Real estate developers and entertainment companies that need PR support aren’t always running formal agency searches.

The need often surfaces around a specific project, a development announcement, a community relations challenge, or a reputational issue that requires professional communications support. Getting in front of those decision-makers before the need becomes urgent requires sustained visibility over time.

RSW/US assigned a dedicated New Business Director to work on the agency’s behalf, reaching communications, marketing, and development leadership at real estate, entertainment, and hospitality companies through the RSW tech stack, phone, email, LinkedIn, and direct mail.

The outreach was built around what those organizations need most from a PR partner: the ability to build public trust, manage complex narratives, and generate meaningful earned media around large-scale projects.

How RSW/US Built the Program

The kick-off focused on what made this agency’s communications approach valuable to organizations operating in complex, high-visibility environments.

Their track record included work on tourism brands, destination developments, economic development initiatives, and major consumer-facing organizations where the public narrative around a project mattered as much as the project itself.

RSW/US built a targeted prospect list of real estate developers, entertainment district operators, hospitality companies, and economic development organizations where the agency’s earned, owned, and paid media capabilities were a strong fit.

Outreach was designed to speak to the specific communications challenges those organizations face, from building community support for large-scale developments to generating the kind of media attention that drives foot traffic and investor interest.

The Result: A $120K Year-One Contract with Anticipated Work for Three Years

The agency won a contract with The Cordish Companies at $120K for year one, with the relationship expected to continue for at least three years.

For a PR agency with real depth in hospitality, tourism, and economic development, landing this multi-year engagement was a meaningful step in growing the practice into a new and substantial sector.

Learn more about The Cordish Companies.

Is Your Agency Getting in Front of the Real Estate and Hospitality Organizations That Need What You Do?

Real estate developers, entertainment companies, and hospitality brands are active buyers of PR and communications services. RSW/US can help you build a consistent program that puts your capabilities in front of the right decision-makers before they start looking. We build the program, generate the right meetings, and help move opportunities forward.

Want to see exactly what’s included in a full program? Explore Our Offerings

Want to understand how we work day-to-day? See Our Process

Have questions before you reach out? Read Our FAQ

Contact us to discuss how we can help you get in front of the right prospects and win more business!

Contact Us
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How a Full-Service Agency Won Two Financial Services Projects in Three Weeks

How a Full-Service Agency Won Two Financial Services Projects in Three Weeks

RSW Client TypeFull-Service Integrated Agency
WinTwo $45K Projects, Financial Services Client 
Verticals ServedFinancial Services, Banking, Credit Unions, Healthcare, Higher Education, Associations

bcu logo

The Challenge: Franchise Expertise With No Consistent Engine to Reach New Brands

This certified WBE franchise marketing agency knew the multi-unit restaurant space well and understood the tension between brand consistency and local market relevance, the economics of co-op advertising across a franchisee network, and how to build campaigns that motivate both consumers and the franchisees who have to believe in and execute them.

While referrals and reputation sustained the agency, they lacked predictability and control over client type or timing.

Without a systematic outreach strategy to target active franchise brands, the team struggled to balance proactive business development with their full client workloads

Why Outsourced New Business Made Sense

Financial institutions evaluate marketing and communications partners carefully. Banks and credit unions operate in a regulated environment where brand trust matters enormously, and the agencies they work with have to understand that context. Getting into those conversations requires sustained outreach to the right people over time, not a single pitch.

RSW/US assigned a dedicated New Business Director to work on the agency’s behalf, reaching marketing and communications decision-makers at banks, credit unions, and financial services organizations through phone, email, LinkedIn, and direct mail. The messaging spoke to the specific challenges those teams face in standing out in a category where most institutions sound alike, and in building the kind of member and customer trust that drives long-term loyalty.

How RSW/US Built the Program

The kick-off focused on what made this agency’s financial services experience concrete and credible. Four decades of integrated work across advertising, PR, brand strategy, digital, and internal communications gave them a full-service capability that most financial institutions need but struggle to find in a single agency partner. The ability to handle everything from member-facing campaigns to internal communications and crisis PR was a real differentiator in a sector where trust and consistency across every touchpoint matter.

RSW/US built a targeted prospect list of banks, credit unions, and financial services organizations where the agency’s integrated capabilities and sector knowledge were a strong fit. Outreach was designed to speak to the real marketing pressures those teams face — growing membership and deposits in competitive markets, communicating complex financial products clearly, and building community presence through both advertising and PR.

BCU, a nationally recognized credit union offering a full range of financial products and services, was identified as a strong target. RSW/US got the agency in front of the right decision-makers, and the relationship moved quickly. Two projects came through within the first three weeks, with more work anticipated to follow.

The Result: Two Projects in Three Weeks, $45K, with More Work Coming

The agency won two $45K projects with BCU, a full-service credit union ranked among the best in the country by CNET and recognized for exceptional member experience. The fact that two separate projects closed within three weeks, with additional work on the horizon, is a strong signal of what happens when the right agency connects with the right client at the right time.

That initial momentum is often how longer-term agency relationships get started. RSW/US opened the door. The agency’s financial services experience did the rest.

Learn more about BCU.

Is Your Agency Getting in Front of the Financial Institutions That Need What You Do?

Banks and credit unions are active buyers of marketing, communications, and PR services. RSW/US can help you get in front of the right decision-makers before they start a formal search. We build the program, generate the right meetings, and help move opportunities forward.

Want to see exactly what’s included in a full program? Explore Our Offerings

Want to understand how we work day-to-day? See Our Process

Have questions before you reach out? Read Our FAQ

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How a Foodservice Marketing Agency Won a $120K Project with an Iconic Condiment Brand

How a Foodservice Marketing Agency Won a $120K Project with an Iconic Condiment Brand

Client TypeFood Marketing and Advertising Agency
Win$120K Project, McIlhenny Company / TABASCO® Brand
Verticals ServedFoodservice, CPG, Condiments, Food & Beverage, Retail

The Challenge: A Food Agency With Real Category Depth and No Consistent New Business Engine

This food marketing and advertising agency focused exclusively on the food industry.

They understood how food brands navigate the foodservice channel, how to build programs that work with brokers and distributors, how tradeshow presence connects to sales conversations, and how to develop brand strategies that resonate with operators, retail buyers, and consumers at the same time.

The challenge was getting in front of enough of the right clients on a consistent basis.

Major food brands evaluate agency partners carefully, and this firm needed a program that could generate consistent outreach to food manufacturers and brands without pulling the team away from active client work.

Why Outsourced New Business Made Sense

Major food and condiment brands operate through multiple channels simultaneously, retail, foodservice, and direct to consumer, and their marketing decisions involve brand teams, sales leadership, and sometimes category managers all at once.

Getting a serious conversation started with those organizations requires patience, multiple touchpoints, and messaging that speaks directly to the specific challenges those teams are working through.

RSW/US assigned a dedicated New Business Director to work on the agency’s behalf, reaching brand and marketing decision-makers at food manufacturers and condiment companies through the RSW tech stack, phone, email, LinkedIn, and direct mail.

The outreach was built around what made this agency’s food industry focus valuable to brands that needed a partner who already understood the category without needing to be brought up to speed.

How RSW/US Built the Program

The kick-off focused on what 45-plus years of food-only agency experience means in practice: understanding how foodservice operators think about menu decisions and ingredient sourcing.

RSW/US positioned the firm as an expert industry insider, with a specific narrative: we build brand stories that work at the point of sale and throughout the distribution chain.

Backed by the institutional memory of hundreds of trade shows, this firm brought the specific relationships and market dynamics required to win in this space.

RSW/US built a targeted prospect list of food manufacturers, condiment brands, and specialty food companies where the agency’s deep foodservice and category expertise was directly relevant. Outreach was designed to speak to the specific challenges those marketing teams face in building brand equity across channels while also driving measurable sales results with operators and retailers.

The Result: A $120K Project with McIlhenny Company / TABASCO® Brand

The agency won a $120K project with McIlhenny Company, the makers of TABASCO® Brand, one of the most iconic hot sauce brands in the world with more than 150 years of history and distribution in over 195 countries.

For a food marketing agency whose practice was built around connecting food brands to their audiences in the foodservice and retail channels, winning a project with a brand of this scale and recognition was a direct result of consistent, targeted outreach.

Learn more about TABASCO® Brand.

Is Your Agency Getting in Front of the Food Brands That Should Know About You?

Food manufacturers and major condiment brands are active buyers of marketing services.

RSW/US can help you get in front of the right decision-makers in the food and foodservice space before they start looking.

We build the program, generate the right meetings, and help move opportunities forward.

Want to see exactly what’s included in a full program? Explore Our Offerings

Want to understand how we work day-to-day? See Our Process

Have questions before you reach out? Read Our FAQ

Contact us to discuss how we can help you get in front of the right prospects and win more business!

Contact Us
/by

To view please fill out the form below

While we offer the resources found on our site at no charge, we do ask for your assistance in maintaining a certain level of knowledge about who is accessing our valuable assets. We will never sell or distribute your information to any third parties.