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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.

Corporate Responsibility

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.

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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.

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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.

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

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

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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 Midwestern Brand Design Firm Solidify a New Business Process and Direction to Win Over $1 Million In New Revenue
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How RSW/US Helped a Midwestern Brand Design Firm Solidify a New Business Process to Win Over $1M In New Revenue

B2B and B2C-Focused Design Firm Located in Illinois

RSW/US enabled this client to close significant new business, including Elkay, Aquascape, and WINIX Filters totaling more than $1 million in new revenue to date.

Prior to engaging RSW/US, the agency’s new business development was the responsibility of the General Manager, whose day-to-day client demands took priority.

An outdated prospect database meant that too often the client wasted time on new business calls that rarely resulted in quality leads.

After years delivering solely creative and graphic work, the firm was repositioning itself as a brand design firm with a focus on merchandising, packaging, and digital branding.

Refining the messaging of this new direction was proving to be a challenge considering the scarcity of prior results.

How RSWUS Helped a Midwestern Brand Design Firm Solidify a New Business Process and Direction to Win Over $1 Million In New Revenue

Before applying our new business methodology, RSW/US knew this client’s challenges called for strategic consultation on positioning and revising their marketing communications efforts.

During an intensive onboarding period, the New Business Director and RSW/US senior management consulted with the client to refine messaging in support of their new positioning, which guided further recommendations regarding their web presence, the design of an effective brochure and the development of informative case studies.

Once the new strategy was set and selling materials finalized, the RSW/US new business process took over.

As opportunities emerged, the New Business Director coached the General Manager on the optimal approach to first meetings – such as how to effectively talk about the prospect’s needs and how to serve up the capabilities/experience his firm could offer.

 

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 Digital Firm in KY Acquire Multiple Clients and Grow into a 70+ Person, Multi-Office Agency
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How RSW/US Helped a Digital Firm in KY Acquire Multiple Clients and Grow into a 70+ Person, Multi-Office Agency

Mid-Sized Digital Firm Located in Kentucky

Over 6+ years, RSW/US helped this client grow into 70+ person agency with expansion into 3 states and delivered millions of dollars through new clients, including Heaven Hill Distillery, KAO, Cornerstone Brands, Armstrong, Fruit of the Loom, Hilliard Lyons, Dip ‘N Dots, and HGTV.

Prior to enlisting RSW/US services, this agency had assigned new business responsibilities to a three-person team that was comfortable nurturing leads locally through networking.

However, budgets for new business from within the market were getting increasingly small.

The in-house new business team wasn’t comfortable building relationships outside the immediate market and their own client account demands were diverting attention from new business activity.

In addition to building the agency’s client base, a key objective was to deliver solid profit margins on new business.
How RSW/US Helped a Digital Firm in KY Acquire Multiple Clients and Grow into a 70+ Person, Multi-Office Agency
To start, RSW/US refined and narrowed target industries for a stronger return.
We also recommended expanding the geography to access larger prospects.
Finally, we helped refine the client’s new business materials and the website messaging to support the new prospecting strategy.
The agency provided a wealth of assets, including a monthly newsletter and a quarterly magazine, plus frequent, relevant blog and social media posts.
Such commitment establishes the agency as a thought leader.
Because the RSW/US new business process is robust with outreach through phone, mail, email and social media, it was able to leverage this material to its fullest.
These channels provided multiple touch points with prospects and the means for disciplined follow-up that added value at each step.

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 RSWUS Helped A Midwestern Agency with B2B-B2C Focus Close Four Pieces of Business
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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
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How RSWUS Helped a New Orleans Ad Agency Complete a 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.