How buyers in engineering decide
Engineering and consulting work is bought by committees: 6–10 decision-makers per deal, and only 17% of the buying journey spent with vendors. The other 83% happens in research — reading your site, your project history, your technical content — before you know they exist.
Thin websites get cut before the RFQ. The firms that win are the ones whose depth is visible: real project detail, real capability pages, and outreach that opens doors to the right decision-makers.
83%
of B2B buying time happens away from vendors. Your site and content do the selling before you're in the room.
What usually breaks
Cut before the conversation
Committees shortlist from what they can verify online. A shallow site reads as a shallow firm.
Dependent on a few relationships
Two or three key clients drive revenue — great until one procurement change hurts.
BD is nobody's job
Principals sell between projects, so the pipeline swings between flooded and empty.
The playbook
Where I’d start in engineering
1
Web Design
A deep site with real project and capability detail that survives committee scrutiny.
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2
Email Marketing
Systematic outreach to the right target accounts — the engine behind a $10M+ pipeline result.
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3
Custom Portals
BD intelligence tools that turn project data into who-to-call decisions.
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Every engagement starts the same way regardless of industry: a full audit in week one, a one-page plan in week two. See the process.
Marketing for engineering, handled.
Tell me what’s broken. I’ll tell you how I’d fix it — 15 minutes, no obligation.
Not ready for a full engagement? Start with The Checkup — $450/mo, month to month, cancel anytime.