Market Researchby Scott C. Gladden, Corporate V.P.; Marketing and Business Development, AGRA Earth & Environmental Inc.,
Arnold Olitt, Deceased,
Part of: Marketing and Selling A/E and Other Engineering Services: An Essential Guide to Creating Your Own Program
Abstract: In order to have an effective marketing program you should only solicit prospects who really need your services, who are genuinely interested in doing business with you, and who have the ability to pay. This suggests that you must be very selective in choosing your prospects. It is important that you make an in-depth study of each potential client. There is no point in your firm spending a great deal of time developing a client when the end result will be only to bid you against a firm which your target client had planned to give the work to the entire time. Following are six fundamental tips on how to effectively market your company to your select target clients.
Subject Headings: Client relationships | Marketing | Bids
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