How an Embedded Software Engineering Firm Won a $300K Project with a Major Ag Equipment Manufacturer
| Client Type | Embedded Software Engineering Firm |
| Win | $300K Project, Major Agricultural Equipment Manufacturer |
| Verticals Served | Agriculture, Construction, Commercial Vehicles, Off-Highway Equipment, Manufacturing |
The Challenge: An Embedded Software Engineering Firm That Needed a More Consistent Path to New OEM Accounts
This embedded software engineering firm had built a strong reputation in a specialized field.
They provided ECU software development, model-based design, and automation and testing services to off-highway equipment and vehicle manufacturers, and they’d done it for some of the most recognized names in agriculture and construction, with engineers recognized as genuine experts in the field.
What they didn’t have was a consistent way to get in front of new OEM engineering and procurement contacts at the right companies.
New business came primarily through referrals and their existing client network, which kept things running but wasn’t enough to drive growth at the pace the firm was capable of.
Getting introduced to the right engineering decision-makers at major equipment manufacturers required sustained outreach that wasn’t happening systematically.
They needed a program that could build those relationships consistently and generate real conversations with the right people at the right OEMs.
Why Outsourced New Business Made Sense for an Embedded Software Engineering Firm
For highly specialized engineering firms, new business development requires a different approach than it does for most professional services companies.
The buyers are technical, the sales cycles are longer, and credibility has to be established before a real conversation can happen.
Building that kind of familiarity with engineering directors and procurement leads at major OEMs takes consistent, informed outreach over time.
RSW/US assigned a dedicated New Business Director to work on the firm’s behalf, reaching the right contacts at target OEMs through phone, email, LinkedIn, and direct mail, with messaging built around the specific software development and systems integration challenges those teams were working through.
How RSW/US Built the Program
The kick-off focused on identifying what made this firm genuinely different: deep specialization in embedded software for off-highway equipment, a team of engineers who were recognized experts in model-based design and ECU development, and a track record of embedding seamlessly within client engineering teams to deliver results on complex, time-sensitive projects.
RSW/US built a targeted prospect list focused on agricultural equipment manufacturers, construction OEMs, and commercial vehicle companies where the firm’s embedded software capabilities were directly relevant.
Outreach was tailored to speak to the specific challenges those engineering teams faced around software development capacity, electrification, and autonomous systems.
The agricultural equipment manufacturer was identified as a strong fit given the firm’s proven track record in the ag sector.
The outreach program built credibility with the right contacts over time, and when the opportunity developed, the firm was well positioned to respond with a team that knew the territory.
The Result: A $300K Project with Strong Potential for a Longer-Term Relationship
The firm won a $300K six-month embedded software project with a major agricultural equipment manufacturer.
The initial engagement was structured as a defined project, but both parties expected it to extend into a longer-term working relationship as the program moved forward.
For an employee-owned firm whose entire practice was built around solving hard software problems for off-highway equipment manufacturers, winning a project of this size with a well-known name in the ag industry was a direct result of putting the right firm in front of the right buyer through consistent, targeted outreach.
Learn more about Unverferth Manufacturing.
Is Your Firm Getting in Front of the OEMs It Should Be Working With?
If your engineering firm has deep technical expertise 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.
Want to see how our full-service program works? See Our Process
Looking for a more cost-effective starting point? Learn About Our Launch Program
Have questions before you reach out? Read Our FAQ
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