The Right Prospecting Stack for Your Stage (Not Everyone Else's)
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The Right Prospecting Stack for Your Stage (Not Everyone Else’s)

Part 4 of a 4-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 to fill the pipeline. 

Brought to you by RSW/B2B. 

Here’s the first post in the series: Your Outreach Isn’t Working. It’s Probably a Positioning Problem

Here’s the second: Your Prospect List Is Already Out of Date

And here’s the third: One Channel Won’t Get You In. Four Will

The Right Prospecting Stack for Your Stage (Not Everyone Else’s)

A scenario that plays out more often than it should:

A firm principal decides it’s time to get serious about outbound, spends an afternoon researching tools, and signs up for ZoomInfo, LinkedIn Sales Navigator, a CRM, and two or three other subscriptions.

Six months later, they’re using maybe 20 percent of what they’re paying for, the list hasn’t been cleaned since the day they imported it, and the outreach program they envisioned still isn’t running consistently, or at all.

The problem here isn’t necessarily the tools, but that the tools came before the process, and before any real-world accounting of how much time the firm could actually commit to prospecting every month.

There’s no universal stack of course.

There’s a stack that fits your stage, your budget, and the hours you can realistically put toward it.

Pick that one, commit to it, and invest the difference in clean data and a CRM you’ll keep using.

Let’s talk your options broadly.

Lean Start: Prospecting Tools for Engineering Firms at $0 to $20 Per Month

If you’re testing outbound for the first time, or if budget is tight and you want to prove the model before spending real money, this is your tier.

Google, free LinkedIn, free ChatGPT or Claude, and a Google Sheet can get a prospecting program off the ground.

It won’t be fast, and it won’t scale without effort, but it forces something that bigger budgets sometimes skip: rigorous thinking about your ideal client profile.

When you don’t have a database to lean on, you have to be specific.

  • Who are you actually trying to reach?
  • What types of firms, in what sectors, at what stage of growth?

Free tools make you answer that question before you do anything else, which is a useful discipline.

The tradeoff at this tier is time.

Expect to spend 10 to 20 hours a month or more on list building, research, and outreach management.

That’s a real cost in your time, even if the tools are free.

This tier makes sense when you’re still deciding whether outbound is worth building into the firm’s growth plan.

Once you’ve decided it is, move up.

Committed: $160 to $250 Per Month

This is the right level if you’ve decided outbound is not a side experiment.

The stack here includes LinkedIn Premium, Apollo or Wiza for contact data, ChatGPT Plus for research and copy assistance, ZeroBounce or a comparable email validation tool, and an entry-level CRM.

At this tier, you’re getting verified contact data, which matters more than most firms realize until they’ve sent a batch of emails and watched the bounce rate climb.

You’re also getting a CRM that lets you track touches, set follow-up reminders, and stop running your program out of a spreadsheet.

The time commitment drops to roughly 6 to 10 hours a month because the tools are doing more of the heavy lifting on data sourcing.

That’s a manageable number for most firm principals or a designated business development person.

The key is using the tools you’re paying for.

LinkedIn Premium doesn’t help if you’re not using it to research prospects, nor does Apollo if your ICP is still vague.

The tools don’t replace your process.

The Right Prospecting Stack for Your Stage (Not Everyone Else's)

Gold Standard: $700 to $900 Per Month

This tier is for running a real outbound program with the data coverage and efficiency to match.

The stack includes ZoomInfo plus Wiza for contact sourcing and enrichment, LinkedIn Sales Navigator, a full CRM with workflow automation, website visitor tracking so you can see which firms are already looking at you, and ChatGPT Plus alongside Perplexity for research (or whatever AI platform makes the most sense).

The time commitment at this level is 3 to 6 hours a month on active management, but that number assumes someone owns the list, not “sort of owns it” or “checks it when they have time”, but a dedicated list owner who’s cleaning, updating, and segmenting on a regular schedule.

Without that, you’re paying enterprise prices for data that will stale.

The payoff for the investment is measurable: highest data coverage, lowest bounce risk, and the ability to know when a prospect firm is on your website before you’ve made contact.

But this tier only makes sense if the rest of the program, positioning, outreach cadence, and follow-up process, is already in place.

What the Tiers Won’t Tell You About Prospecting Tools for Engineering Firms

A few things are true regardless of which tier you’re in.

Data is never perfect.

ZoomInfo is the most comprehensive B2B database available, and it still has gaps and stale contacts.

Apollo is more affordable and covers a lot of ground, but coverage varies by sector and firm size.

No platform is going to hand you a clean, current, ready-to-send list.

You’re going to find wrong emails, outdated titles, and contacts who left the firm six months ago.

Recleaning matters more than most firms think.

A list that was accurate when you built it isn’t accurate five months later.

Clean every five to six weeks at minimum if you’re actively sending from it.

Your email domain reputation is a firm-wide asset, and bounces damage it.

If too many of your outreach emails bounce, your domain starts landing in spam, and that’s not just a prospecting problem, it affects every email your firm sends, including to existing clients.

Email validation isn’t optional at any tier.

And three things are non-negotiable regardless of what you’re spending:

  1. Email validation before every send
  2. A CRM that you’re keeping current (not a spreadsheet),
  3. An automated follow-up triggers so touches don’t fall through the gaps because someone got busy on a project.

As our RSW List Operations Director put it at RSW Conference 2026:

The two things keeping most firms from building a real prospecting program are time constraints and finding accurate data. The good news is the tools exist to solve both problems. The question is which ones make sense at your stage.

 

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One Channel Won't Get You In. Four Will.
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One Channel Won’t Get You In. Four Will.

Part 3 of a 4-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 to fill the pipeline. 

Brought to you by RSW/B2B. 

Here’s the first post in the series: Your Outreach Isn’t Working. It’s Probably a Positioning Problem.

And here’s the second: Your Prospect List Is Already Out of Date

One Channel Won’t Get You In. Four Will

Chad Dils, one of our New Business Directors at RSW/B2B, puts it plainly: “There’s just so much saturation. I get twenty to thirty prospecting emails per day, most of them completely irrelevant. People are inundated. Spray and pray doesn’t work.”

If you’re selling into engineering and technical services firms, your prospects are in the same inbox.

The instinct a lot of firms have is to keep pushing on email because it’s fast and scalable, but fast and scalable has made it harder to use as a standalone channel.

The answer isn’t fewer touches. but the same number of touches spread across more surfaces, working in a sequence that builds recognition over time.

That’s what a four-channel model does.

Start Where the Mailbox Isn’t Crowded

Why is physical mail a strong contender? Almost no one’s doing it.

Your prospect’s inboxes are slammed, of course, but their mailbox is pretty much empty.

A well-produced firm overview that arrives on someone’s desk doesn’t get deleted.

Yes, sometimes it gets tossed, but in our experience, it gets picked up, set down, picked up again and/or gets passed to someone else in the room.

Brandon Buttrey, our other RSW/B2B New Business Director, describes a situation that’s stayed with us:

Physical mailers sit on desks. We had a meeting where their leadership team had our overview on the table with a sticky note that read: ‘Partner?’ We hadn’t even made the first call yet.

That’s what happens when you show up in a channel that isn’t saturated.

Mail also gives you something that cold outreach rarely provides: a natural, non-awkward reason to call.

“I wanted to check that the overview we sent reached you” is a legitimate first sentence.

Not a true cold call, but a follow-up, which is a different conversation with a different starting temperature.

RSW/B2B Prospecting Handbook for Engineering and Technical Services Firms

Email Still Works. Just Not the Way Most Firms Use It.

Email is (obviously) overused in the wrong ways.

Two or three short paragraphs to a specific person about a specific thing can still cut through, especially when the person has already seen your name on something physical that landed on their desk, for example.

The discipline here is in the specificity.

Reference a publication they’ve been cited in, a project type their firm is known for, or a challenge that’s particular to their sector.

Always skip attachment on cold sends, because attachments in cold outreach read as bulk.

And vary when you send, since batches that go out at 9:00 a.m. on Tuesday read like batches, and people have learned to recognize the pattern.

What you’re not trying to do with email is close anything.

You’re trying to get recognized, and then get a response.

Phone: The First Fifteen Seconds 

A lot of firms that are serious about business development still underinvest in the phone, not because they think it doesn’t work, but because it’s harder to systematize than email and requires a level of preparation that’s easy to skip when you’re also delivering on active projects.

But the phone is where relationships can, and do start.

Email opens the door, but a conversation is where you start to earn trust.

And the first fifteen seconds of that conversation are make or break.

If you don’t have a clear, confident opening that connects to something specific about their firm or their world, you’re going to spend the rest of the call recovering.

Block time for outreach the way you’d block time for a client deliverable.

If it doesn’t have dedicated space on the calendar, it gets squeezed, and squeezed outreach is the kind that feels frantic and performs accordingly.

And do not underestimate voicemails.

A thirty-second message (or less) that references the mailer you sent or a specific trend in their sector is a touch, and those compound.

LinkedIn: The Layer That Keeps You Visible

LinkedIn works best as a warm channel, not a cold one.

If you’re sending connection requests to people you’ve never touched in any other channel, you’re going to get ignored most of the time, because there’s no context and no reason for them to say yes.

But LinkedIn is a different tool when it’s layered on top of the other three channels.

Use it to research before you reach out and engage with their posts in a way that’s genuine and specific.

Send a connection request only when there’s something to anchor it to, whether it’s the mailer you sent, a mutual connection, or something they published that you can reference directly.

What LinkedIn gives you that email and phone can’t is visibility between touches.

It keeps you in their peripheral view in a way that’s low-pressure and non-intrusive.

You want to be the name they recognize when they finally have a need.

But The Channels Are Only as Good as the Message

If you read the first post in this series, you already know where this is going.

Channels carry the message, but the message still has to be specific enough to be relevant.

A four-channel approach built around a vague value proposition is just saturation delivered in more formats.

The engineering and technical services firms that get traction in outreach are the ones that can say, clearly and quickly, who they work with, what they understand about that world, and why that matters to the specific person they’re reaching.

The channels are the delivery mechanism and positioning is the foundation.

The Combination Is the Key

No single channel in this model should work alone.

  1. Mail opens the door.
  2. Email gets read once they recognize the name.
  3. The phone earns the conversation.
  4. LinkedIn keeps you visible between touches.

Pattern recognition is what turns a cold contact into a warm one, and that pattern only exists when all four channels are running together.

Run these channels consistently and commit to them.

Inconsistency is the enemy here.

To be fair, running four channels while you’re also delivering on active projects is the part that tends to break down in practice.

That’s what we do for engineering and technical services firms.

If you want to talk through what that looks like, we’re easy to reach. (lee@rswus.com)

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When a Prospect Goes Silent A Follow-Up Roadmap for Professional Services Firms
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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 to be happening more frequently. And it’s particularly disorienting when you walked away from that meeting feeling like you’d built real rapport.

So here’s a practical roadmap, with suggested messaging at each stage, to help you navigate it.

Before We Get to the Schedule: One Thing to Do Before You Leave That Meeting

Set the next touchpoint before you walk out the door.

This sounds obvious, but it gets skipped constantly. At the end of a solid first meeting, when there’s genuine momentum in the room, ask directly for a follow-up date. Something simple works fine:

Really appreciate your time today. It sounds like the timing on this is fairly near-term for you. Would it make sense to put a date on the calendar now to reconnect, just so we stay on track?

You won’t always land a firm commitment, but asking puts a marker down and makes the first follow-up feel expected rather than intrusive.

Why They’ve Gone Quiet (It’s Probably Not What You Think)

Before you start questioning your pitch or your proposal, consider this: most of the time, a silent prospect isn’t a disinterested one.

Your contact is juggling internal approvals, shifting priorities, or something entirely personal that has nothing to do with your firm.

I’ve had situations where I was all but certain I was being ignored, and then the prospect called from a hospital waiting room. (Fortunately, everything turned out fine.)

The silence is frustrating but often temporary.

That said, you do need an answer eventually.

Here’s how to pursue one without burning the relationship or looking desperate.

The Follow-Up Schedule

This assumes no firm follow-up date was set after the meeting, and that the work discussed was described by the prospect as near-term.

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

5 Business Days Post-Meeting: Soft Re-Entry

Send an email, not asking about timing or next steps directly.

Instead, find a reason to be in touch that feels natural: something that came up in your conversation (a shared interest, a company announcement, a piece of content relevant to something they mentioned), or a resource from your firm that’s worth sharing.

The goal here is to stay visible without adding pressure.

Hi [Name], saw [relevant item tied to something you discussed]. Thought of our conversation.

Looking forward to staying in touch on potential next steps. I’ll plan to circle back mid-next week, but if there’s a better time, just let me know.

[Your name]

8-9 Business Days Post-Meeting: Phone Call or Voicemail

If there’s been no response, shift channels.

You said you’d follow up in that email, so a call is expected.

If it goes to voicemail, keep it brief and make it easy for them.

Reference something specific from your last conversation and show some flexibility on timing.

Hi [Name], [Your name] at [Firm]. I know you were looking to move forward on [project/initiative] in the near term, so I wanted to check in. If timelines have shifted, totally understand. Just let me know what makes sense. Look forward to talking.

13-14 Business Days Post-Meeting: Direct Email

At this point, light touch has run its course.

Time to be more direct, while still keeping the door open.

Hi [Name],

I want to make sure I stay on your radar without becoming a nuisance. If this project has been pushed back or put on hold, completely understood. An update whenever you get a chance would be helpful.

[Your name]

This is measured, not aggressive and signals you’re paying attention and that your time has value as well.

19-20 Business Days Post-Meeting: The Final Note

If you still haven’t heard anything, it’s time to redirect your energy.

Send a closing email with a gracious tone.

You’re leaving the door open for the future, but you’re moving on.

Hi [Name],

At this point, I’m guessing the project has shifted or circumstances have changed. That’s completely fine.

It was great getting to know you and the team at [Company]. If this comes back around, we’d love to reconnect.

Thanks again for your time.

[Your name]

In most cases, this note will get a response when nothing else did.

People tend to reply when they think the conversation is ending.

If you still hear nothing, accept it and move on.

Continued follow-up at this stage works against you.

Best Practices for Professional Follow-Up

The timing and messaging above will need to flex depending on the situation.

A longer sales cycle, a larger deal, or a more complex decision-making process may mean adjusting the cadence.

Use these as a starting framework, not a rigid script.

The underlying principle, though, stays constant: be persistent, be professional, and don’t let silence make you look desperate.

In professional services, your reputation in a sales process often outlasts the deal itself.

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How an Embedded Software Engineering Firm Won a $300K Project with a Major Ag Equipment Manufacturer

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

Unverferth Logo

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

“`

Contact us to discuss how we can help you get in front of the right prospects and win more business!

Contact Us
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Defense Logistics Agency
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How a Custom Engineering and Manufacturing Firm Won a Recurring Defense Contract

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
Defense Logistics Agency

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.

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

Contact us to discuss how we can help you get in front of the right prospects and win more business!

Contact Us
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VMware Logo
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How a Corporate Sustainability Consulting Firm Won a $215K Engagement in the Enterprise Technology Sector

How a Corporate Sustainability Consulting Firm Won a $215K Engagement in the Enterprise Technology Sector

Client Type Corporate Sustainability Consulting Firm
Win $215K Engagement, VMware
Verticals Served Cloud Computing, Virtualization, Enterprise Technology, B2B, B2C

VMware-Logo

The Challenge: Corporate Sustainability Consulting Firm That Needed to Break Into Major Technology Companies

This corporate sustainability consulting firm built a practice around helping organizations tell meaningful stories, particularly around sustainability, purpose, and social impact.

They understood how to translate complex corporate commitments into clear, compelling communications that resonated with employees, customers, and the public.

Their work was strong and their approach was differentiated.

What they didn’t have was a consistent way to get those capabilities in front of the right people at major technology companies.

The teams at large tech firms are busy and hard to reach, and breaking through required sustained outreach that went beyond existing contacts and referrals.

They needed a program that could open doors with major American technology companies on a consistent basis and give them a real shot at the accounts they were built to win.

Why Outsourced New Business Made Sense

For agencies whose work lives at the intersection of strategy and purpose, getting in front of the right technology company decision-makers is often the hardest part.

Corporate communications and sustainability leaders at major tech firms receive a lot of outreach and need a reason to pay attention. Building that kind of credibility takes consistent, targeted outreach over time.

RSW/US assigned a dedicated New Business Director to work on the agency’s behalf, reaching corporate communications, sustainability, and marketing decision-makers at major technology companies through phone, email, LinkedIn, and direct mail, with messaging built around the specific storytelling and communications challenges those teams were facing.

How RSW/US Built the Program

The kick-off focused on identifying the agency’s clearest differentiator: deep expertise in purpose-driven communications and the ability to help organizations build authentic narratives around sustainability and corporate responsibility.

For technology companies navigating increasing scrutiny of their environmental commitments, that capability was directly relevant and timely.

RSW/US built a targeted prospect list of major American cloud computing, enterprise software, and technology companies where sustainability communications and carbon neutrality were active priorities.

Outreach was designed to speak to the specific challenge those teams faced in telling their environmental story in a way that was credible, compelling, and actionable.

VMware was identified early as a strong fit. The company was actively working to communicate its carbon neutral commitments and needed a partner who could help develop the narrative and activation plan. The RSW/US outreach built familiarity with the right contacts and positioned the agency to respond when the opportunity opened up.

The Result: A $215K Engagement with VMware

The firm won a $215K engagement with VMware to develop the company’s carbon neutral story and communications plan.

The project focused on helping VMware articulate its sustainability narrative in a way that was authentic, clear, and built for activation across the channels and audiences that mattered most.

For a corporate sustainability consulting firm looking to grow its presence with major American technology companies, winning a significant engagement with one of the most recognized names in cloud computing and virtualization was exactly the kind of result a well-targeted new business program is designed to produce.

Learn more about VMware.

Is Your Firm Getting in Front of the Technology Companies It Should Be Working With?

If your firm has strong strategy capabilities, RSW/US can help you get them in front of the right decision-makers at major technology companies.

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

“`

Contact us to discuss how we can help you get in front of the right prospects and win more business!

Contact Us
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While we offer the resources found on our site at no charge, we do ask for your assistance in maintaining a certain level of knowledge about who is accessing our valuable assets. We will never sell or distribute your information to any third parties.

Druva
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How a Technology Content Firm Won a Project with a Leading Cloud Data Security Company

How a Technology Content Firm Won a Project with a Leading Cloud Data Security Company

Client Type Technology Content and Marketing Firm
Win Content and Campaign Project, Druva
Verticals Served Cloud Data Security, SaaS, Enterprise Technology, Financial Services, Healthcare
Druva Logo

The Challenge: A Technology Content Firm That Needed a More Consistent Path to Major SaaS and Cloud Companies

This technology content and marketing firm had built its entire practice around one sector: tech.

From SaaS and cloud to semiconductors and fintech, they knew how to create content that resonated with technically sophisticated audiences and helped category-leading companies tell their story effectively across every major format and channel.

What they couldn’t do was get in front of new enterprise technology companies consistently enough to grow at the pace they were capable of.

Marketing and content decision-makers at major SaaS and cloud companies receive a lot of outreach, and breaking through required sustained effort that went beyond existing relationships and referrals.

They needed a program that could open doors with the right technology companies on a regular basis and put their deep sector expertise in front of the people who needed it most.

Why Outsourced New Business Made Sense

For firms that specialize in technology content, the value proposition resonates once you’re talking to the right person but the challenge is getting there.

Marketing and content leaders at major enterprise technology companies are hard to reach and require consistent, credible outreach over time before a real conversation can happen.

RSW/US assigned a dedicated New Business Director to work on the firm’s behalf, reaching marketing and content decision-makers at major technology companies through phone, email, LinkedIn, and direct mail, with messaging built around the specific content challenges those teams were trying to solve.

How RSW/US Built the Program

The kick-off focused on what made this firm genuinely different: exclusive focus on technology, full-service capabilities across every major format, and a track record of producing work for some of the most recognized names in enterprise tech.

That depth of sector knowledge gave the New Business Director a compelling story to tell to leaders at SaaS and cloud companies.

RSW/US built a targeted prospect list focused on enterprise SaaS, cloud, and data security companies where the firm’s content capabilities were directly relevant.

Outreach was designed to speak to the real challenges those teams faced around content quality, technical accuracy, and producing materials that worked across a sophisticated B2B buyer journey.

Druva was identified as a strong target given the firm’s experience in cloud and data security content.

The outreach built familiarity with the right contacts over time and positioned the firm to respond when the opportunity developed.

The project involved multiple concepts, with the client choosing their preferred direction before execution got underway.

The Result: A Content and Campaign Project with Druva

The firm won a content project with Druva, a 2025 Gartner Magic Quadrant Leader in cloud-native data security.

The client reviewed multiple concepts, selected their preferred approach, and moved quickly into execution.

For a firm whose practice was built exclusively around technology content, winning a project with one of the most recognized names in enterprise cloud security was exactly the kind of result the program was designed to produce.

It was a direct result of consistent, targeted outreach that put the right firm in front of the right client at the right time.

Learn more about Druva.

Is Your Firm Getting in Front of the Technology Companies It Should Be Working With?

If your firm has deep expertise in technology content and the work to back it up, 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

“`

Contact us to discuss how we can help you get in front of the right prospects and win more business!

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How a Full-Service Marketing Firm Won a $170K Engagement with a Global Industrial Technology Company

How a Full-Service Marketing Firm Won a $170K Engagement with a Global Industrial Technology Company

Client Type Full-Service Marketing Firm
Win $170K Engagement, Resodyn Corporation
Verticals Served Pharmaceuticals, Advanced Manufacturing, Energy, Battery Technology, Industrial R&D

The Challenge: A Full-Service Marketing Firm That Needed a More Consistent Path to Technical and Industrial Clients

This full-service marketing firm had built a solid practice serving B2B companies across energy, manufacturing, and industrial sectors.

They knew how to develop data-driven strategies and execute across the full marketing mix for technically sophisticated clients, and they’d done it for well-known names in their region and beyond.

What they didn’t have was a consistent way to get in front of new decision-makers at the kinds of industrial technology and R&D companies that could benefit most from their capabilities.

Those conversations don’t happen without sustained outreach, and maintaining that level of prospecting activity while also running client work at full capacity wasn’t realistic.

They needed a program that could generate the right conversations with the right people at the right companies, consistently over time.

Why Outsourced New Business Made Sense

For full-service marketing firms serving technical B2B clients, new business development is often the first thing to fall behind when existing client work picks up.

Getting in front of marketing and business development decision-makers at industrial technology and manufacturing companies requires consistent outreach that’s hard to sustain internally.

RSW/US assigned a dedicated New Business Director to work on the firm’s behalf, reaching the right contacts at target companies through phone, email, LinkedIn, and direct mail, with messaging built around the specific marketing and growth challenges those organizations were working through.

How RSW/US Built the Program

The kick-off focused on what made this firm’s approach genuinely valuable to technical B2B clients: a full-service capability across strategy, branding, digital, and content, combined with a proven track record of helping companies in energy, manufacturing, and industrial sectors grow.

That depth of experience became the foundation of all outreach messaging.

RSW/US built a targeted prospect list focused on industrial technology, advanced manufacturing, pharmaceutical, and energy companies where a capable full-service marketing partner was a real need.

Outreach was designed to speak to the specific challenges those organizations faced in communicating complex technologies and capabilities to global markets.

Resodyn Corporation was identified as a strong fit given their presence in the industrial technology and advanced materials space and their growing need to reach customers in multiple sectors across 30 countries.

The outreach built familiarity with the right contacts over time and generated the opportunity that led to the engagement.

The Result: A $170K Engagement with Resodyn Corporation

The firm won a $170K engagement with Resodyn Corporation, a global industrial technology company that invents and commercializes advanced materials processing technologies.

Resodyn’s products are used by customers in pharmaceuticals, defense, energy, and manufacturing across more than 30 countries.

For a full-service marketing firm with deep roots in industrial and technical B2B sectors, winning a significant engagement with an innovative global technology company was exactly the kind of result a well-targeted new business program is built to produce.

Learn more about Resodyn Corporation.

Is Your Firm Getting in Front of the Industrial and Technical Companies It Should Be Working With?

If your firm has strong capabilities working with technical and industrial clients, 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

Contact us to discuss how we can help you get in front of the right prospects and win more business!

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How a B2B Firm Won a $75K Project with a Major Building Products Manufacturer

How a B2B Firm Won a $75K Project with a Major Building Products Manufacturer

Client Type B2B Advertising and Digital Marketing Firm
Win $75K Initial Project, Clopay
Verticals Served Building Materials, Manufacturing, Construction, Residential & Commercial Infrastructure, B2B

The Challenge: A B2B Advertising Firm That Needed a More Consistent Path to Major Manufacturing Clients

This B2B advertising and digital marketing firm had built a strong practice serving manufacturers and industrial brands.

They knew how to develop campaigns that worked in complex B2B buying environments, and they’d done it for well-known names in construction equipment, outdoor power, and building products. Their sector expertise was real and their work was effective.

What they didn’t have was a consistent way to get in front of new marketing decision-makers at major manufacturing companies.

Those conversations don’t happen without sustained outreach, and the firm couldn’t maintain that level of prospecting activity while also running client work at full capacity.

They needed a program that could build the right relationships with the right contacts at major building materials and manufacturing companies on a regular basis.

Why Outsourced New Business Made Sense

For B2B advertising firms with deep sector expertise, new business is often less about finding the right pitch and more about getting in front of the right people consistently enough to earn a conversation.

Marketing directors at major manufacturing companies are busy, and building visibility with them takes sustained outreach over time.

RSW/US assigned a dedicated New Business Director to work on the firm’s behalf, reaching marketing decision-makers at target manufacturing and building materials companies through phone, email, LinkedIn, and direct mail, with messaging built around the specific B2B marketing challenges those companies were working through.

How RSW/US Built the Program

The kick-off focused on what made this firm’s approach different from generalist advertising shops: deep B2B experience, a proven ability to reach contractor, dealer, and distributor audiences, and a track record of building brand momentum for companies in manufacturing and construction.

That depth of sector knowledge became the core of all outreach messaging.

RSW/US built a targeted prospect list of major manufacturers in building products, construction equipment, and residential and commercial infrastructure where the firm’s B2B advertising capabilities were directly relevant.

Outreach was tailored to speak to the real challenges those marketing teams faced in reaching trade and professional audiences effectively.

Clopay was identified as a strong fit given the firm’s experience in building materials and their ability to reach both trade and consumer audiences for manufacturers in that space.

The outreach built familiarity with the right contacts over time and generated the opportunity that led to the initial project win.

The Result: A $75K Initial Project with Clopay

The firm won a $75K initial project with Clopay, the largest manufacturer of residential and commercial garage doors in North America.

For a B2B advertising firm whose practice was built around exactly this kind of manufacturing and building products client, winning a project with a category leader was a direct result of consistent, targeted outreach that put the right firm in front of the right buyer at the right time.

Learn more about Clopay.

Is Your Firm Getting in Front of the Manufacturing Companies It Should Be Working With?

If your firm has deep B2B expertise and a track record in manufacturing and industrial sectors, 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

“`

Contact us to discuss how we can help you get in front of the right prospects and win more business!

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How a Purpose-Driven Strategy Firm Won Two Projects in the Professional Services Sector

How a Purpose-Driven Strategy Firm Won Two Projects in the Professional Services Sector


Client Type Purpose-Driven Brand Strategy and Employee Engagement Firm
Win Two Projects Totaling $315K, PwC
Verticals Served Financial Services, Professional Services, Technology, B2B, Employee Engagement

PricewaterhouseCoopers Logo

The Challenge: A Purpose-Driven Strategy Firm That Needed a More Consistent Path to Major Financial Services Clients

This purpose-driven brand strategy and employee engagement firm had built a distinctive practice over more than 25 years.

They specialized in helping organizations tell meaningful stories around purpose, sustainability, and employee engagement, and they’d done it for some of the most recognized names in technology and consumer products.

Their approach was differentiated and their track record was strong.

What they didn’t have was a consistent way to get those capabilities in front of the right people at major financial services and professional services firms.

Decision-makers at companies like PwC are hard to reach and operate within long, relationship-driven buying cycles. Breaking through required a level of sustained outreach that went well beyond the firm’s existing network.

They needed a program that could build the right relationships with the right contacts at the right firms, consistently and over time.

Why Outsourced New Business Made Sense

For firms whose work lives at the intersection of purpose, brand strategy, and employee engagement, getting in front of financial services decision-makers is one of the harder new business challenges.

These buyers are sophisticated, relationship-driven, and hard to reach through conventional outreach.

Building credibility with them takes consistent presence and messaging that speaks directly to their priorities.

RSW/US assigned a dedicated New Business Director to work on the firm’s behalf, reaching brand, marketing, and internal communications decision-makers at major financial and professional services firms through phone, email, LinkedIn, and direct mail, with messaging tailored to the specific challenges those organizations were working through.

How RSW/US Built the Program

The kick-off focused on identifying what made this firm’s approach genuinely different: deep expertise in purpose-driven storytelling, a proven methodology for building employee engagement programs that worked, and a track record of doing it for Fortune 500 organizations across technology, financial services, and consumer sectors.

That combination was directly relevant to large professional services firms navigating increased expectations around purpose, culture, and sustainability.

RSW/US built a targeted prospect list focused on major financial services, professional services, and B2B organizations where the firm’s capabilities in brand strategy, employee engagement, CSR, and sustainability were active priorities.

Outreach was designed to speak to the real challenges those organizations faced in telling their purpose story credibly and activating it internally.

PwC was identified as a strong fit given the firm’s experience in financial services and their expertise in exactly the kind of thought leadership and employee engagement work that major professional services organizations need.

The outreach built familiarity with the right contacts over time and generated the conversations that led to two project wins.

The Result: Two Projects Totaling $315K with PwC

The firm won two projects with PwC, one of the world’s largest professional services networks, totaling $315K in fees.

For a purpose-driven strategy firm looking to grow its presence with major financial services organizations, winning two simultaneous engagements with a Big Four firm was a meaningful validation of both their capabilities and their positioning.

It was a direct result of consistent, targeted outreach that put the right firm in front of the right decision-makers at the right time and kept the relationship moving forward until the work materialized.

Learn more about PwC.

Is Your Firm Getting in Front of the Financial Services Organizations It Should Be Working With?

If your firm has deep expertise in employee engagement, RSW/US can help you get it in front of the right decision-makers at major financial and professional services organizations.

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

Contact us to discuss how we can help you get in front of the right prospects and win more business!

Contact Us
/by

To view please fill out the form below

While we offer the resources found on our site at no charge, we do ask for your assistance in maintaining a certain level of knowledge about who is accessing our valuable assets. We will never sell or distribute your information to any third parties.