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.

RSW Case Study: Healthcare-Focused Full Service Agency Located in Illinois

RSW Case Study: Healthcare-Focused Full Service Agency Located in Illinois

How RSW/US Helped a Full-service Agency Re-enter the Hospital Market to Win a 7-Figure Assignment and Secure an AOR Relationship

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.

RSW Case Study: Healthcare-Focused Full Service Agency Located in Illinois

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.

RSW Case Study: Food Ingredient Win For Digital Marketing Firm Located in the Northwest

RSW Case Study: Food Ingredient Win For Digital Marketing Firm Located in the Northwest

Food Ingredient Win For Digital Marketing Firm Located in the Northwest

Our digital marketing firm client closed a six-figure piece of business with ongoing discussion.

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.

RSW Case Study: Food Ingredient Win For Digital Marketing Firm Located in the Northwest

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.

RSW Case Study: B2B/B2C Full Service Marketing Agency Located in Ohio

B2B/B2C Full Service Marketing Agency Located in Ohio

Our full service marketing agency client closed four pieces of business. 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.

 

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.

RSW Case Study: Corporate Responsibility-Focused Brand Strategy Agency Located in Washington

RSW Case Study: Corporate Responsibility-Focused Brand Strategy Agency Located in Washington

How RSW Helped A Corporate Responsibility And Purpose-Driven Agency Connect With C-Suite Executives And Close Business

Our coporate responsibility client closed two pieces of business with:

A global leader of IT, technology and industry solutions

-and-

a multinational professional services firm.

Prior to engaging with RSW/US, our client acquired new business organically and through referrals with the lead principal driving the majority of new opportunities.

While this produced new business, they needed a more strategic and proactive approach for continuous, sustainable growth.

Their focus on corporate responsibility and purpose-driven marketing often originated in the C-suite.

RSW Case Study: Corporate Responsibility-Focused Brand Strategy Agency Located in Washington

Most critical in the beginning was identifying prospect companies that 1) believed in creating purpose-driven stories to give their brands a more meaningful place in customer’s lives, and 2) engaging with visionary C-Suite decision-makers at those companies.

Success was a team effort at RSW/US – our List Operations group fully understood the target and the New Business Director conveyed the agency’s experience and value to open doors of opportunity.

In the first few months of prospecting, we connected the Client with prospects that generated numerous proposal and RFP opportunities.

The RSW/US team supported the agency’s prospect nurturing with timely and relevant content that continued to illustrate the agency’s experience and expertise, as well as the principal’s purpose-driven speaking engagements.

The RSW/US 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.

Agency New Business Case Study: SEO Marketing Agency Located in Illinois

This agency often works in collaboration with other advertising firms supplementing their capabilities with specific expertise required to fulfill the end-client needs. Prior to engaging RSWUS services, this agency acquired most of its new business through referrals made by other agencies. While this channel had produced new business, our client knew they needed a more strategic and proactive approach for continuous, sustainable growth.

 

RSW Case Study: Consumer-Focused Full Service Marketing Agency Located in Louisiana

RSW Case Study: Consumer-Focused Full Service Marketing Agency Located in Louisiana

Consumer-Focused Full Service Marketing Agency Located in Louisiana

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.

RSW Case Study: Consumer-Focused Full Service Marketing Agency Located in Louisiana

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 client wanted to meet.

Full Service Marketing Agency

RSW Case Study: Healthcare-Focused Full Service Marketing Agency Located in Florida

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.

Full Service Marketing Agency

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.