This full service agency focused on the insurance industry came to us to help them generate new business. This agency had cycled through three different Business Development Directors in as many years, with little or no client acquisition as a result. Like many larger firms, email outreach/breakthrough was initially difficult, so in this case, direct… Read more
This large, full service branding and advertising agency located in New York City came to us to help them establish a more proactive approach to building their client base. Before coming on board, the majority of their new business was generated through referrals. The NBD worked with the RSW/US list building team to compile a… Read more
This mid-size full service agency client wanted to expand outside the Oklahoma region, so came to us for support in creating a prospecting 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. We initially targeted companies… Read more
Over the course of our 6+ year relationship, our new business development process has helped this client grow from a 40 person agency to 70+ with expansion into three offices/states. It has also delivered millions of dollars through new clients such as AutoZone, Fruit of the Loom, Armstrong, Cornerstone Brands, City BBQ, Big Ass Fans,… Read more
Prior to engaging RSW/US, the agency (which specializes in Healthcare, Agriculture and Animal Health) pursued new business by way of a committee. The committee met once a month to discuss progress and plans. However, with members having other responsibilities within the agency, new business methodology, call consistency and follow-up were lacking. Additionally, staff turnover created “holes” in the new business committee.
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.
The objective for the client’s new business development program was simple and common to all clients: make more money. Business development expertise and the efficiency of a proven methodology were key needs. As an agency deeply entrenched in the tech industry the partners knew in-house strengths were best applied on account work and that growth objectives would be most efficiently fulfilled by enlisting RSW/US services.
Prior to engaging RSW/US, the agency’s new business development was the responsibility of the General Manager. Challenges he faced included an outdated prospect database and…time. As for so many, time for new business development was scarce given day-to-day client demands. Without a current list of truly viable prospects, time invested in new business calls produced low results.
It’s often a misconception that larger agencies have the resources in-house to manage a successful new business development program. Prior to engaging RSW/US, their Marketing Coordinator had responsibility to send capabilities presentations to prospects, but the methodology,strategy and consistency needed to generate results were absent.
This agency (which specializes in Medical, B2B and Consumer) came to RSW/US with a solid game plan. Their objectives were clear from the outset and their collateral materials were excellent. Still, 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.
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