How a Custom Engineering and Manufacturing Firm Won a Recurring Defense Contract
| Client Type | Design, Engineering and Manufacturing Firm |
| Win | Recurring Annual Defense Contract |
| Verticals Served | Military and Defense, Industrial, Heavy Equipment, Oil & Gas, Sustainable Energy, Marine |
The Challenge: A Custom Engineering Firm That Needed a More Consistent Path to New Accounts
This design, engineering, and manufacturing firm had been building custom rotary solutions for over 70 years.
They knew how to solve hard problems for demanding applications, and they’d done it for customers in defense, industrial, wind energy, marine, and medical.
Their products held up in extreme environments because that’s what they were built to do.
What they didn’t have was a systematic way to get in front of new procurement and engineering contacts at the kinds of organizations that needed what they made.
New business came through existing relationships and inbound inquiries, which kept things moving but wasn’t enough to drive the kind of growth the company was capable of.
Breaking into major accounts required consistent outreach that wasn’t happening.
They needed a program that could build the right relationships with the right contacts at the right organizations on a regular basis.
Why Outsourced New Business Made Sense
For B2B manufacturers of highly technical products, new business development is a different discipline than it is for most companies.
The people who buy custom engineered components are engineers and procurement specialists who need to trust a supplier before they’ll bring them in on a project.
Building that trust takes time, consistent presence, and outreach that demonstrates real product knowledge.
RSW/US assigned a dedicated New Business Director to work on the firm’s behalf, reaching the right contacts at target organizations through phone, email, LinkedIn, and direct mail, with messaging built around the specific applications and performance requirements those buyers were working with.
How RSW/US Built the Program
The kick-off focused on identifying what made this firm genuinely different from other suppliers: decades of custom engineering experience, the ability to design and manufacture to precise specifications, and a track record of performing reliably in some of the most demanding environments in defense, wind, and heavy industry.
That depth of capability became the foundation of all outreach messaging.
RSW/US built a targeted prospect list focused on defense contractors, government procurement offices, and industrial OEMs where the firm’s custom engineering capabilities were directly relevant.
Outreach was designed to speak to the real challenges those buyers faced around reliability, lead time, and working with a supplier who could handle complex, application-specific requirements.
The Defense Logistics Agency was identified as a strong target given the firm’s long history supplying components for military applications.
The outreach built familiarity with the right contacts over time and generated the opportunity that led to a first order and an ongoing relationship.
The Result: A Recurring Annual Contract
The firm won its first contract with a supply chain and logistics arm, and is expected to be a recurring annual relationship, with a potential value of $600K over the coming years.
For a manufacturer whose products were already built to meet the highest standards of reliability, landing this relationship was a meaningful step into a major new account.
It was the kind of win that comes from sustained, targeted outreach that puts the right supplier in front of the right buyer at the right time.
Is Your Firm Getting in Front of the Accounts It Should Be Winning?
If your company has strong engineering capabilities and a proven track record, RSW/US can help you get in front of the right decision-makers. We build the program, generate the right meetings, and help move opportunities forward.
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