Search

This article presents guidelines for developing effective marketing strategies for engineering firms. This approach involves assembling a marketing management committee that will identify the distinctive strengths of the firm, consult with experts, analyze client needs, and develop a common mission to capitalize on opportunities in the marketplace.

This article discusses the ways and means of establishing client loyalty and to sustain it. Author suggests various business aspects and services to achieve client satisfaction and to leverage a relationship to explore expansion into other areas of the company.

Getting the entire management team engaged in building a service business such as an engineering firm rather than relying on a few people to generate contracts is possible through a concept called selling with integrity. Initially, one must dispense with the stereotyped notion of the sales process and the salesman. Selling professional services is a formal process which requires a plan. The development of a good selling plan is a relatively easy task and the application of the plan is an interesting and rewarding experience.