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Getting Foreign Engineering Contracts

by Merja Lehtinen, Prod. Ed.; Civil Engineering�ASCE, New York, NY 10017,


Serial Information: Civil Engineering—ASCE, 1982, Vol. 52, Issue 9, Pg. 75-77


Document Type: Feature article

Abstract:

How does a firm enter the world market for design engineering contracts? Based on interviews with Walter Hutchin and Chester Lucas of the Inter-American Development Bank and Sverdrup & Parcel, respectively, this article examines the first steps to be taken by the firm or individual engineers who plan to expand to compete internationally. Registration, credentials, and cultural subtleties are as important as marketing specific engineering skills.

Subject Headings: Engineering firms | Contracts and subcontracts | Marketing | Business management

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