Overview
Why are marketing and sales techniques needed by engineering and consulting firms? How does market planning relate to the maturity of the organization? How do you use seminars to generate new business? How do you build trust and rapport quickly? Gladden and Olitt offer practical guidelines for the development and implementation of the effective marketing plan for engineering consulting firms of any size or configuration, particularly those of the A/E consulting industry. The authors use actual examples and case histories to relate theory to practical application. A sample fiscal year marketing plan is provided, as are detailed discussions of effective selling techniques, direct and indirect marketing, sales roles and responsibilities, ways to identify sales-oriented professionals already in a firm, marketing research, and the budgeting process. Strategy and action plan worksheets and target account ranking worksheets are provided as well. With Gladden and Olitt's Marketing and Selling A/E and Other Engineering Services, architects/engineers, project managers, and consultants in small-, medium-, or large-size firms will be able to develop a marketing plan to fit their company's needs.Synopsis
Why are marketing and sales techniques needed by engineering and consulting firms? How does market planning relate to the maturity of the organization? How do you use seminars to generate new business? How do you build trust and rapport quickly? Gladden and Olitt offer practical guidelines for the development and implementation of the effective marketing plan for engineering consulting firms of any size or configuration, particularly those of the A/E consulting industry. The authors use actual examples and case histories to relate theory to practical application. A sample fiscal year marketing plan is provided, as are detailed discussions of effective selling techniques, direct and indirect marketing, sales roles and responsibilities, ways to identify sales-oriented professionals already in a firm, marketing research, and the budgeting process. Strategy and action plan worksheets and target account ranking worksheets are provided as well. With Gladden and Olitt's Marketing and Selling A/E and Other Engineering Services, architects/engineers, project managers, and consultants in small-, medium-, or large-size firms will be able to develop a marketing plan to fit their company's needs.
Booknews
Presents guidelines for the development and implementation of an effective marketing plan for engineering consulting firms. Coverage includes direct and indirect marketing, sales roles, and budgeting, with case histories; action plan strategy and target account worksheets; and a sample fiscal year marketing plan. For architects/engineers, project managers, and consultants in any size firm. CIP reads Marketing and selling architecture and engineering services. Annotation c. Book News, Inc., Portland, OR (booknews.com)