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.
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.
https://www.rswus.com/wp-content/uploads/2021/07/HeavenHill_LogoV2.png6281200Lee McKnight Jrhttps://www.rswus.com/wp-content/uploads/2021/09/Updated-RSW-logo-2021.pngLee McKnight Jr2020-09-30 20:28:462021-08-02 11:40:04How RSW/US Helped a Digital Firm in KY Acquire Multiple Clients and Grow into a 70+ Person, Multi-Office Agency
Three new clients in less than a year, totaling more than $500K: The National Civil Rights Museum, Aratana Therapeutics, and Enjoy Life Foods. These wins positioned it as an attractive acquisition opportunity for a leading interactive firm.
This agency was facing the all-too-familiar challenge for small to mid-size agencies: struggling to grow the client base.
The owner knew they had to pursue new business but internal resources were focused on existing clients whose brands included category leaders such as Purina and Tidy Cat, as well as the St. Louis Science Center.
They needed the right new business expertise, including a methodology that would produce results.
RSW/US staff is comprised of veterans from a broad range of industries.
The New Business Director (NBD) assigned to this agency is a media industry professional with more than 20 years’ experience and knowledge of marketing and advertising from both the client and agency side.
The RSW/US NBD became fully immersed in the internal workings of the agency through a deep dive into their business.
She met the staff and learned their culture, capabilities and processes.
We called in resources from our Operations and Marketing Communications departments to develop targeted prospect lists and messaging strategies, optimized to reach decision makers.
The NBD then applied the RSW/US methodology, which includes multiple touch-points through collateral mailings, email and social media.
In addition to outreach being targeted, it was also relevant and personal for each prospect.
It delivered value and illuminated possible solutions for marketing challenges.
Perseverance in prospecting and an effective methodology was highly productive in generating new business growth for this digital agency.
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.
https://www.rswus.com/wp-content/uploads/2020/08/NationalCivilRightsMuseum_Logo.png6281200Lee McKnight Jrhttps://www.rswus.com/wp-content/uploads/2021/09/Updated-RSW-logo-2021.pngLee McKnight Jr2020-08-04 13:44:452022-05-18 10:19:56How RSW/US Helped a St. Louis- Based Digital Marketing Agency Secure Three New Clients in Less Than a Year
https://www.rswus.com/wp-content/uploads/2021/07/AmericanSeafoods_Logo.png6281200Lee McKnight Jrhttps://www.rswus.com/wp-content/uploads/2021/09/Updated-RSW-logo-2021.pngLee McKnight Jr2020-07-28 17:21:442021-07-29 09:42:03How RSW/US Helped a Digital Firm Close a Six Figure Piece of Food Ingredient Business
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.
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.
https://www.rswus.com/wp-content/uploads/2021/08/Popeyes_Logo.png6281200Mark Sneiderhttps://www.rswus.com/wp-content/uploads/2021/09/Updated-RSW-logo-2021.pngMark Sneider2017-04-04 15:45:362021-08-02 11:30:29How RSWUS Helped a New Orleans Ad Agency Complete a Strategy to Win Six New Clients