Initiating and Maintaining Client Relationships

by Wilbur F. Peck, (M.ASCE), Pres.; Technical Management Consultants, 1925 Century Blvd., Suite 4, Atlanta, Ga. 30345,

Serial Information: Issues in Engineering: Journal of Professional Activities, 1982, Vol. 108, Issue 4, Pg. 225-237

Document Type: Journal Paper


This paper describes the developments in our economy in the mid 70's that have forced many businesses to change their views regarding the marketing of professional services. The traditional attitudes of the learned professions that produce barriers to active participation in selling activities are examined. Client maintenance and project development are activities defined and examined. The writer's concepts on marketing responsibilities and planning are outlined in preparation for the more detailed material presenting the types of activities and skills needed to be effective professional salesmen. Misconceptions in professional selling are described along with appropriate activities that should be supportive of a firms' interest in fee growth.

Subject Headings: Client relationships | Marketing | Professional practice | Professional activities | Maintenance | Material properties | Fees

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