American Society of Civil Engineers

Pulling Ahead

by Mel Lester, (Owner, The Business Edge, Shawsville, VA)

Civil Engineering—ASCE
, Vol. 68, No. 9, September 1998, pp. 71-72

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Document type: Feature Article
Abstract: Instead of waiting for RFPs, the most aggressive design firms pursue business by getting to know potential clients ahead of time. Proactive consulting firms decide whom they want as clients, independent of their current lead lists. Then they develop ongoing relationships with those potential clients, based on mutual long-term business objectives rather than impending RFPS. By doing their homework and discovering clients’ true, underlying needs, engineering companies can distinguish themselves from competitors and position themselves to win the business before the first word of a bid is typed.

ASCE Subject Headings:
Client relationships