Part 2 of a 5-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 5-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 […]
We hear this from professional services leaders all the time: “We thought we found the right person, but a year later, we were right back where we started.” According to our survey reports: nearly 60% of internal new business hires don’t make it past two years. And a bit more concerning? 35% don’t even last a […]
I recently read a piece that talked about what it takes to create campaigns that actually grab attention and drive action. It turned out to be a partner contribution from the United States Postal Service, and not surprisingly, it highlighted the role direct mail can still play in breaking through the noise. And in the […]
