2025年专业服务新业务调查

TABLE OF CONTENTS About Us03 03 About Our Report ABOUT US This report is brought to you by RSW/US, we’re a leadingoutsourced businessdevelopment and lead generation firmdedicated exclusively to serving profes- Since our founding in 2005, we’ve partnered with firms across the globe, acting Learn more about our RSW/US outsourced business development programs at ABOUT OUR REPORT The 2025 RSW/US Professional Services New Business Survey Report was con-ducted with senior-level executives across a range of professional services firms Types of firms included marketing service agencies, law firms, accounting firms,IT firms, software development firms, and engineering firms. This year has been a challenging one for professional services firms and this sur- We hope the findings and takeaways from this study provide valuable guidance The sample came from our database of over 20,000 professional service firms inthe U.S. and Canada. 95% of the firms responding to this survey had fewer than If you’d like to reproduce any of our findings in any format, please reach out to LeeMcKnight or Mark Sneider at (513-559-3111/3101) or via email at lee@rswus.com ormark@rswus.com. Why Many Firms Are Struggling ls obtaining new business this year harder Nothing in Life is Easy…Including Finding New Business Findings Recap In our survey this year, only 13% of respondents said obtaining new business was“easier” or a” lot easier” than last year. The majority (51%) of respondents said find- While in recent months we at RSW/US are seeing an improvement in the newbusiness landscape with more of our clients winning business and more profes- Implications for Your Firm Without the right set of tools and right structure and right messaging/position-ing, a professional services firm is going to have a tough go at generating new We have found that since our founding in 2005, we have had to continually investin new technologies, new intel gathering tools, and implement new processes to Action Steps for You Rather than trying to overhaul your entire system at once, pick it apart. Think about your positioning first: ;Is it compelling and unique?;How does it compare to your competitors’? Take these one step at a time. Why Breaking Through IsHarder Than Ever Why it is harder to obtain new business? Something Old…Something New Findings Recap Not unlike last year’s survey, the top reasons given when asked “Why is it harderto obtain new business?”, were “Fewer opportunities out there” and “Harder to Unlike last year, the “other” response was dominated by comments related to thestate of the market in general. 32% of respondents blamed the slowness in new 9Uncertainty in the market, slow to close 9Prospects putting money on the sidelines9Longer sales cycle Implications for Your Firm As noted above we are beginning to see a bit of settling in the market, prospectsstarting to open up spending, and a general acceptance of the new normal.Not unlike the years of the pandemic when spending came to a grinding halt, We believe we’re seeing the same thing happen here, but on a shorter timeframe. New business can’t sit on the sidelines – really at any point in a professionalservices life cycle. If it’s harder to win new business because it’s harder to breakthrough to prospects, do something about it.If budgets are smaller or there Action Steps for You If you’re doing nothing right now and/or turned things off as the market’s stabilitywas challenged, start small if that’s all you can do. 9Consider adopting a CRM and creating a simple monthly follow-up planusing light-touch content like articles, recent wins, or industry tips to stayon prospects’ radar without always making an ask9Take a hard look at your 1st level LinkedIn connections and start getting a New Business Plan Satisfaction In general, are you satisfied with the success Please briefly explain why you’re not satisfied with Rollercoaster of Love Findings Recap It’s up. It’s down. It’s up again. And now it’s down. The percentage of professional services firms that reported being “satisfied withthe success of their new business plan/program” took a deep dive this year, drop- Reasons for the drop in enthusiasm for their new business programs were ▶Nobody is driving the new business program/no strategy▶I think our leadership isn’t as confident as they could be▶Takes too long As we think back to things like the recession of ’08 and the pandemic in 2020, the In 2008, the pains felt by professional services firms was limited.The impact ofthe housing bubble bursting was limited to only certain kinds of firms, not the And the pandemic of ’20 was somewhat cushioned by PPP money.It hurt, butwasn’t quite as painful as it could have been.Without that money a lot (more) Implications for Your Firm We tell our clients that if something isn’t working in our program, we’re not goingto sit idly by and do the same thing over and over again. We’re going to refine it Same