Engineering and design
The firm is full of orders, but they all come from the same three clients
Engineering firms, plant and structural design studios, technical consultants for industry. They work well and clients come back. The flip side is that few new clients arrive, because the only channel is the name that circulates among people who already know you.
The starting point
The challenges we meet most often
Challenges 1
Recurring clients, little growth
Regular clients keep the studio busy, but they aren't enough to grow. When one slows down its investments, you feel it immediately.
Challenges 2
Engineers who don't want to sell
The partners are very good technicians and reluctant salespeople. The time to look for new clients is taken away from projects, and projects always win.
Challenges 3
Expertise invisible from the outside
The website lists generic services like design, site supervision, permits. Anyone looking for a studio can't tell what you are really strongest at.
The method in the industry
How we work in this industry
We choose together the specialisations where the firm is strongest, for example plants for the food industry or fire-safety design for logistics. On those we build lists of companies with the right process and look for signals: expansions, new plants, tenders, regulatory changes that require upgrades. The message is technical and signed by a partner, goes to the technical or plant director and proposes a site visit or a discussion on a specific problem. LinkedIn gives the partner credibility, email carries the content.
Who we talk to
Technical Director of an industrial company
Awards expansion, revamping and plant projects. Wants a firm that knows his type of process and respects deadlines.
Plant manager
They have the concrete problem: a plant to bring into compliance, a line to move, a blocked permit.
Real estate or facility manager
In groups with many sites they manage the design and maintenance of buildings and look for reliable technical partners.
Companies and general contractors
They need detailed and construction design for the contracts they have won, often with very tight deadlines.
The objection we hear most often
«Engineering assignments are won through references, nobody entrusts a project to a stranger.»
Nobody does, in fact. The first contact is for a site visit or a technical call, and there the stranger stops being one. References remain your strongest argument: we put them in front of the right companies instead of waiting for them to circulate on their own.
Recommended services
The channels we use here
Account Based Marketing
Surgical targeting on a named list of companies you want to win. Multi-decision-maker, multichannel, zero waste.
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LinkedIn Lead Generation
Sequences of targeted requests and personalised, professional messages, from your company’s LinkedIn profiles. This builds your pool of potential clients, which we nurture over time to create connections with decision makers.
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Frequently asked questions
Questions about the industry
How does an engineering firm find new clients?
By stating one or two clear specialisations and looking for the companies that need them now, for an expansion, a compliance upgrade or a new plant. Direct contact with the technical director, signed by a partner, brings conversations the website alone doesn’t bring.
Does a Technical Firm Need a Salesperson?
Not necessarily. You need someone who finds the companies and gets the first meeting, and that part can be outsourced. The technical conversation and the offer stay with the partners, who are the only credible ones on that ground.
Are new regulations a good argument for contacting companies?
Yes, when they impose a concrete upgrade: fire prevention, building energy efficiency, machine safety. A message that explains what changes for that type of plant is useful even to those who don’t buy right away.
Your market is in the industry engineering and design? Let's talk.
In the Feasibility Study we tell you honestly whether it makes sense to get started in your industry, and how.