New Business Thought Leadership

Welcome to the RSW/US blog, focused on a variety of new business insights and thought leadership, from getting a program off the ground all the way to the close, it’s the place for experienced new business pros and Owners/CEOs alike. Catch our posts based on 20 years of experience working with professional services firms.

Six Months to Close: What Professional Services Firms Should Be Doing in the Meantime
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When a Prospect Goes Silent: A Follow-Up Roadmap for Professional Services Firms
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The Panic Prospecting Trap: Why Your Pipeline is Empty
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Featured, Outsourced Business Development, Outsourced New Business FAQ for B2B Firms, Processes

Six Months to Close: What Professional Services Firms Should Be Doing in the Meantime

Six Months to Close: What Professional Services Firms Should Be Doing in the Meantime

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 […]

May 14, 2026/by Lee McKnight Jr

When a Prospect Goes Silent A Follow-Up Roadmap for Professional Services Firms

Case Studies, Featured, Outsourced Business Development, Outsourced New Business FAQ for B2B Firms, Processes

When a Prospect Goes Silent: A Follow-Up Roadmap for Professional Services Firms

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…

The Panic Prospecting Trap

Featured, Outsourced Business Development, Outsourced New Business FAQ for B2B Firms, Processes

The Panic Prospecting Trap: Why Your Pipeline is Empty

We see way too many professional services firms treat outbound outreach like a spare tire, only pulling it out when they’re already stuck on the side of the road with a flat pipeline. By the time you realize things are getting "a bit slow,"…

20 Years, 20 Lessons: How a Leap of Faith Built RSW/US

Featured, Outsourced Business Development, Processes

20 Years, 20 Lessons: How a Leap of Faith Built a Professional Services Growth Firm

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…

If 93% of Firms Struggle with Pipelines, What’s Your Next Move?

Case Studies, Featured, Outsourced Business Development, Outsourced New Business FAQ for B2B Firms, Processes, Uncategorized

If Most Firms Are Struggling with Their Pipelines, What’s Your Next Move?

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…

Hiring a Rainmaker? Bring an Umbrella.

Case Studies, Featured, Outsourced Business Development, Outsourced New Business FAQ for B2B Firms, Processes, Uncategorized

Why New Business Hires Don’t Last and What to Do About It

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…

Case Studies, Featured, Outsourced Business Development, Outsourced New Business FAQ for B2B Firms, Processes, Uncategorized

Why Relying on Referrals Is Risky and What to Do Instead

Virtually every professional services firm we speak with tells us the same story. Their business was built on a strong foundation of referrals. In our most recent professional service new business survey, we found that 73% of firms rely…