In our survey report, Professional Services Firms’ Positioning and AI Search Readiness, say they’re paying close attention to how AI search works. 60% describe themselves as “very” or “extremely” aware of the emerging standards for AI-mediated search visibility. That’s an encouraging number. The question is what firms are actually doing with that awareness. Are Professional […]
Most professional services firms believe they’ve built a distinct position in their market. Interestingly, most of those same firms will tell you their industry as a whole looks mostly interchangeable from the outside. That contradiction showed up clearly in our 2026 survey of engineering, technical, and professional services firms across North America (The State of […]
Part 4 of a 4-part series for engineering and technical services firm leaders. This series pulls from our B2B Prospecting Handbook for Engineering & Technical Services Firms, a working guide for civil, structural, MEP, environmental, industrial, and technical consultancy firm leaders who are running new business work on overtime and want a more predictable way to fill […]
Part 3 of a 4-part series for engineering and technical services firm leaders. This series pulls from our B2B Prospecting Handbook for Engineering & Technical Services Firms, a working guide for civil, structural, MEP, environmental, industrial, and technical consultancy firm leaders who are running new business work on overtime and want a more predictable way […]
Part 2 of a 4-part series for engineering and technical services firm leaders. This series pulls from our B2B Prospecting Handbook for Engineering & Technical Services Firms, a working guide for civil, structural, MEP, environmental, industrial, and technical consultancy firm leaders who are running new business work on overtime and want a more predictable way […]
Your Outreach Isn’t Working. It’s Probably a Positioning Problem. Part 1 of a 4-part series for engineering and technical services firm leaders. This series pulls from our B2B Prospecting Handbook for Engineering & Technical Services Firms, a working guide for civil, structural, MEP, environmental, industrial, and technical consultancy firm leaders who are running new business […]
You Finally Get the Meeting. Then… Nothing. It goes well. And then… silence. If that sounds familiar, you’re not alone. According to our Professional Services New Business Survey, 78% of firms say it takes up to six months to close a deal after the first meeting. That number is higher than it’s ever been. Six […]
For professional services firms, few things in new business development are more maddening than a prospect who simply stops responding, especially after what felt like a productive conversation. This isn’t a new phenomenon, but it does seem to be happening more frequently. And it’s particularly disorienting when you walked away from that meeting feeling like […]
I started RSW/US in 2005 with no clients, three young children, and a love of marketing, and sales. Today we are the #1 outsourced new business firm in the country. I’ve learned a lot over the years…about running a business, about myself, and about the value of great employees and clients. Here are 20 insights […]
Only 7% of professional services leaders report that their sales pipelines are strong and growing. That data comes from our business development study, (2025 RSW/US Survey Report – Rolling Into 2026) and it’s a surprising snapshot. Now the better news: 50% of firms feel like while their pipelines are weak, they are improving. I understand […]
