Full-Service Agency-Outsourced New Business & Lead Generation

Case Studies Full-Service Agency B2B, B2C, Professional Services

Purpose-Driven Brand Strategy Agency With Multiple Wins

How RSW/US Helped a Purpose-Driven Brand Strategy Agency, Located in Washington State,

Connect with C-Suite Executives

Our purpose-driven brand strategy agency client closed two pieces of business with: VMware, a global leader of IT, technology and industry solutions, and PricewaterhouseCoopers, a multinational professional services network of firms

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.

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.

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.

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We’re an outsourced ad agency business development firm that works specifically with ad agencies, marketing services firms, and PR firms to find better qualified new business opportunities and get you closer to close.

RSW/US is headquartered in Cincinnati, OH, with experts in lead generation, targeted prospect list building, and content creation driving our ad agency business development programs.

Be sure to visit our YouTube channel and Agency New Business Blog for further insights.

If you’re looking for a more effective business development strategy, email Lee McKnight Jr., VP of Sales at RSW/US at lee@rswus.com.

Learn more about our outsourced business development programs here.

Learn more about our process here.

May 27, 2021/by Lee McKnight Jr

Case Studies Full-Service Agency B2C, Healthcare, Not-For-Profit

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

RSW Case Study-Full Service Agency Focused Serving B2C End Consumer Brands Located in the Midwest

Two years later, the agency billed over $500K cumulatively with further work, from UCare, an independent, nonprofit health plan.

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.

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, setting meetings and helping move them closer to close

May 27, 2021/by Lee McKnight Jr

Case Studies Full-Service Agency Tech

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

Tech-Focused Full Service Agency Located in SoCal

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

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

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

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

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

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

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

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

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

RSW/US is an outsourced agency lead generation and new business development firm that works exclusively with marketing service companies to find and win new business.

We help agencies by better positioning them in the market, finding qualified leads, setting meetings and helping move them closer to close.

September 30, 2020/by Lee McKnight Jr

Case Studies Full-Service Agency Pharma

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

Pharma-Focused Marketing Agency Located in Pennsylvania

An initial $150K design assignment with Amgen 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.

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.

August 4, 2020/by Lee McKnight Jr

Case Studies Full-Service Agency B2B

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

B2B-Focused Marketing Agency Located in NYC

An initial project with CommScope for $200K led to ongoing work, which included a major project for more than $1M.

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.

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.

August 4, 2020/by Lee McKnight Jr

Case Studies Full-Service Agency Insurance

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.

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.

August 3, 2020/by Lee McKnight Jr

Case Studies Full-Service Agency B2B

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.

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.

August 3, 2020/by Lee McKnight Jr

Case Studies Full-Service Agency Professional Services

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.

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.

July 28, 2020/by Lee McKnight Jr

Case Studies Full-Service Agency Healthcare

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.

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.

July 28, 2020/by Lee McKnight Jr

Case Studies Full-Service Agency B2B, B2C

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.

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.

June 30, 2020/by Lee McKnight Jr

Purpose-Driven Brand Strategy Agency With Multiple Wins

How RSW/US Helped a Purpose-Driven Brand Strategy Agency, Located in Washington State,

Connect with C-Suite Executives

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

RSW Case Study-Full Service Agency Focused Serving B2C End Consumer Brands Located in the Midwest

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

Tech-Focused Full Service Agency Located in SoCal

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

Pharma-Focused Marketing Agency Located in Pennsylvania

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

B2B-Focused Marketing Agency Located in NYC

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

Insurance Focused Marketing Agency Located in Connecticut

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

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

Integrated Agency Expert In Small Business Communications Located In The Midwest

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

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

B2B/B2C Full Service Marketing Agency Located in Ohio

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