How RSW/US Helped an Insurance-Focused Agency Win Six-Figure Business With a Substantial Insurance Company

Insurance Focused Marketing Agency Located in Connecticut

Six months after the initial meeting with The Hartford, 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.

How RSW/US Helped an Insurance-Focused Agency Win Six-Figure Business With a Substantial Insurance Company

 

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.

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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.

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

B2B-Focused Marketing Agency Located in Oklahoma

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.

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

 

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.

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.

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

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

Our client closed an initial $150K piece of business with Valley Bank, 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.

 

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.

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.

How RSW/US Helped an Integrated Agency Close a National Professional Services Organization

Integrated Agency Expert In Small Business Communications Located In The Midwest

Winning an initial project, our client rolled that into further work with the prospect’s corporate parent company, resulting in $350K in billings with Paycor.

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.

 

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.

How RSW/US Helped an Integrated Agency Close a National Professional Services Organization

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.

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.

How RSW/US Helped a Full-Service Agency Re-Enter the Hospital Market to Win a 7-Figure Assignment

Healthcare-Focused Full-Service Agency Located in Illinois

In an auspicious return to the hospital market for the agency, Northwestern Health named them AOR with an initial assignment valued at $1.5 Million.

Prior to engaging RSW/US, the agency pursued new business by way of a committee that met once a month to discuss progress and plans.

However, with members having other responsibilities within the agency the new business task was never given true priority status.

Additionally, staff turnover created “holes” in the new business committee, which meant that new business methodology, outreach consistency and follow-up were lacking.

How RSW/US Helped a Full-Service Agency Re-Enter the Hospital Market to Win a 7-Figure Assignment

 

With the resources RSW/US brings to the new business process, our New Business Directors (NBDs) and the Operations team consistently receive timely news of industry mergers and acquisitions as well as key personnel changes.

By being tuned into current moves within the agency’s target sectors, the NBD saw an announcement about the appointment of a new CMO at a major hospital system she was prospecting.

In the weeks prior to the announcement, the NBD had successfully built a relationship with the Marketing Manager and the department’s Administrative Assistant.

When she saw the appointment of the new CMO, she asked: “How do we get in?” The Admin provided clear insight and proactive assistance that helped enable a connection with the CMO.

The key to this support from within the hospital’s marketing department was the rapport the NBD developed with all staff she spoke with over a period of time.

 

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.

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.

How RSWUS Helped a Digital Firm Close a Six Figure Piece of Food Ingredient Business

Food Ingredient Win For Digital Marketing Firm Located in the Northwest

Our digital marketing firm client closed a six-figure piece of business with American Seafoods.

This agency employed a horizontal positioning across multiple verticals in both the B2B and B2C space with a focus on providing strategic digital solutions.

Prior to engaging with RSW/US, this agency acquired new business primarily through referrals, with the lead principal tasked with developing non-referral business.

The agency tried several business development vehicles – both in-house and out – that did not deliver results.

How RSWUS Helped a Digital Firm Close a Six Figure Piece of Food Ingredient Business

 

Early in the program, RSW/US connected the client with a new CMO with Top 5 CPG experience.

The goal was to have the agency and prospect connect in-person and have a strategic discussion to understand immediate needs.

This first meeting was followed by a second, which brought ideas for short and long-term solutions.

The RSW/US NBD supported the agency with deep intel and insights on the prospect prior to the first meeting and counsel on developing a compelling proposal.

 

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.

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.

How RSWUS Helped A Midwestern Agency with B2B-B2C Focus Close Four Pieces of Business

B2B/B2C Full Service Marketing Agency Located in Ohio

Our full service marketing agency client closed four pieces of business, including Gorman-Rupp, Associated Materials, and Owen Steel. All began as projects >$50K and have led to additional work.

While the agency had a strong portfolio of work and a reputation in the B2B and B2C space, they also had no clear industry focus or direction.

Prior to engaging with RSW/US, the agency acquired new business organically and through local and regional networking driven by the lead principal.

Even though their HQ was in the 5th largest city in the state, the agency was unjustly overlooked as “unhip” making it tougher to break through to prospects.

How RSWUS Helped A Midwestern Agency with B2B-B2C Focus Close Four Pieces of Business

The first step in our strategy was to narrow the client’s prospecting focus and we settled on manufacturing as the most promising vertical.

Our operations group crafted a targeted list with numerous points of contact across marketing, sales and product management units, while also expanding their geographical footprint.

Using a mix of email, phone, direct mail (yes, print!), social media (where it made sense) and supplemental technology platforms, the new business director made initial contact with prospects and continued to nurture leads over time with timely and relevant content.

These efforts resulted in numerous proposals and pitch opportunities, and RSW/US provided counsel to help the agency develop persuasive proposals exhibiting how they could solve specific problems facing the prospect.

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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.

How RSWUS Helped a New Orleans Ad Agency Complete a New Business Strategy to Win Six New Clients

Consumer-Focused Full-Service New Orleans Ad Agency

A first win with Peavey Electronics began with a $100,000 strategy assignment and opened up a new market for the client.

Project wins with Popeye’s, Direct Energy, McKee Foods, Flowers Foods and Ritter Communications followed.

Though a large consumer-focused agency, the client did not have the resources in-house to manage a successful new business program.

Prior to engaging RSW/US, their Marketing Coordinator had the responsibility to send capabilities presentations to prospects, but the methodology, strategy and consistency needed to generate results were absent.

While this client felt comfortable preparing for and conducting successful introductory meetings, they needed to build their pipeline.

How RSWUS Helped a New Orleans Ad Agency Complete a New Business Strategy to Win Six New Clients

From the start, an internal team including the agency’s President and Vice President committed themselves to strategizing with their RSW/US New Business Director on all facets of the program.

This included thoughtful preparation and practice for the first introductory meeting as well as planning strategic follow-up steps after the meeting.

One source of opportunity was the client’s earlier business development efforts which left them with a list of cold, but potentially viable contacts.

Due to the inconsistency of their internal efforts, this list was being underutilized and RSW/US set out to pursue these leads.

A parallel effort involved the client’s desire to build new relationships in CPG food, travel and tourism and consumer sporting goods.

For new prospects in these markets, RSW/US List Operations Department identified target companies within the client’s parameters and quickly uncovered key decision-makers.

With this two-pronged approach, our New Business Director was able to make a fast start, building connections with marketers our New Orleans Ad Agency client wanted to meet.

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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.

How RSWUS Helped a Healthcare-Focused Full-Service Agency Win AOR Relationships Worth Over $5 Million

Healthcare-Focused Full Service Marketing Agency Located in Florida

Winning AOR status with Essilor of America was a significant achievement, bringing $4.5 – $5.0 million in billings.

Additional wins included being named AOR for Valeant Aesthetics and securing a PR retainer for Hu-Friedy.

While this healthcare-focused full-service marketing agency came to RSW/US with clear objectives, an appreciation for new business methodology and excellent collateral, they were having trouble winning new clients.

Previous new business efforts with internal representatives hadn’t delivered consistent results.

The agency founder knew she needed new business expertise that would bring objective, candid insight and provide counsel on a peer-to-peer level.

How RSWUS Helped a Healthcare-Focused Full-Service Agency Win AOR Relationships Worth Over $5 Million

The client operated in the competitive pharmaceutical and hospital markets, but RSW/US also sought to leverage experience in related segments such as vision care, skincare and aesthetics.

The pursuit of lucrative market niches as well as the broader healthcare industry meant that communications had to reflect the nuances of each market segment.

Despite early promising opportunities, the agency was struggling to close business.

Their approach in meetings was sound, so the New Business Director and RSW/US management recommended reviewing proposals before the agency submitted them to prospects.

Seeing that the agency’s proposals consisted primarily of recommended services and associated budgets, we saw that room for improvement existed.

The RSW/US team coached the agency on “connecting the dots” for prospective clients, establishing clear links between the agency’s experience, the prospects’ needs, and the solutions the agency was capable of delivering.

In this case, we helped them exhibit how past experience with a large company in another segment of the vision care industry translated to the prospect’s needs and objectives.

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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.

How RSWUS Helped a Healthcare Focused Agency Go National and Win Three Multi-Million Dollar Clients

Healthcare-Focused Marketing Agency Located in Alabama

Three multi-million dollar wins: Security Health Plan, St. Bernard’s Healthcare and UAB Medicine.

Also, several smaller wins include PharmaPoint and Northwest Community Hospital.

This mid-size healthcare-focused marketing agency client had experience in multiple verticals and their internal business development team was pursuing new business with a variety of regional prospects.

However, with a look to long-range growth strategy, the agency sought to drive growth where they saw the most potential – in healthcare.

The firm’s successful campaign for a major hospital system in Wisconsin set the stage for them to open doors across the country, but they knew they needed an organized, strategic
new business effort to leverage this success.

How RSWUS Helped a Healthcare Focused Agency Go National and Win Three Multi-Million Dollar Clients

This program was laser-focused. Our List Department provided the New Business Director with prospect information that accurately identified current key decision makers in hospital marketing.

Hospital marketing executives receive hundreds of calls, mail and email from agencies, much of which can look and sound very much alike.

RSW/US provided strategic recommendations on positioning and communications that helped the agency rise above the noise.

Highly compelling case studies were developed to present to prospects and the RSW/US communications team also provided support with “value-added” email communications that reinforced the agency’s expertise and thought leadership in hospital marketing specifically.

While the RSW/US program delivered early large wins, the Security Health Plan contract resulted over a more extended period of time by steadily developing a relationship with the prospect.

The New Business Director stayed current on developments within the prospect’s organization and made contact at regular intervals.

Our agency client was top-of-mind when the prospect’s need arose.

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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.