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.

Professional Services Firms Know AI Search Is Coming. Are They Ready for It Themselves?
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Your Firm Thinks It Stands Out. Your Industry Doesn’t Agree.
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Generative Engine Optimization for B2B Firms: Google’s AI Search Guidance
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Featured, Outsourced Business Development, Outsourced New Business FAQ for B2B Firms, Processes

Professional Services Firms Know AI Search Is Coming. Are They Ready for It Themselves?

Agencies Know AI Search Is Coming. Are They Ready for It Themselves

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 […]

August 12, 2026/by Lee McKnight Jr

Your Outreach Isn't Working. It's Probably a Positioning Problem

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

Your Outreach Isn’t Working. It’s Probably a Positioning Problem

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…

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

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

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…

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…