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 Challenges he faced included an outdated prospect database and…time.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.
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… Read more
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 intern
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… Read more
This agency was on a fabulous growth curve, more than doubling its size in 2011 to nearly 100 employees. Exciting as that was, leadership wanted to step up new business efforts for on-going vitality, while keeping 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.
Offering comprehensive digital capabilities, this agency was known for creating digital experiences that could change how target audiences interacted with their clients’ brands. The owner was facing the all-too-familiar-challenge for small to mid-size agencies: struggling to grow the client base. This agency had all hands on deck supporting the needs of existing clients whose brands included category leaders such as Purina and Tidy Cat, as well as the St. Louis Science Center.
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