Selling with integrity to develop your engineering practice

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.