Marketing and Selling: A/E and Other Engineering Services : An Essential Guide to Creating Your Own Program

This book explains why consulting engineers should conduct marketing and sales efforts for their companies, as well as how to do it. The book is particularly valuable in that the authors consider the size and level of maturity of the company and its managers in determining the appropriate level of marketing planning that is needed. They present an example of an actual fiscal year marketing plan based on years of practical experience. To strengthen the useful application of the marketing plan section, effective selling techniques, marketing research, and the budgeting process are also presented.