Market Research
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...
The Marketing Director and the Marketing Team
All employees of a firm are part of the marketing organization. The general staff indirectly performs their marketing task by doing their work well. The leaders of the organization, however,...
Seminar: A Powerful Tool for Developing New Business
During the early 1990s, it was my task, as marketing director, to develop a strategy to help several of our newly opened offices and established offices introduce their new services to...
Direct Marketing
Direct marketing consists of a written campaign which is presented directly to the client or prospect. The marketing material may be hand delivered or mailed to the client, but it must...
Indirect Marketing
The various efforts which enable you to present yourself or your firm to a large audience, either in person or by mail, are termed indirect marketing/' The tools of this type...
The Psychology of Business Development
A successful marketing-oriented firm that is service-minded will have its entire staff involved in selling at different levels. This includes how phones are answered as well as how proposals...
Budgets
Marketing budgets vary greatly from company to company. They will be much larger, when you calculate labor as a percentage of total marketing costs, for smaller firms than larger ones....
Marketing
For the purpose of this guide, let's assume that the PM will not be an active marketing person. However, he or she will need to be involved in a number of activities that...
Space Commercialization: Problems of Law and Policy
This paper focuses on executive and legislative efforts to promote the growth of commercial space industries in the United States. After a discussion of the current, situation and efforts...
Summary of Highway Product Evaluation Practices and HITEC Needs Survey
This report (CERF No. 94-5012) contains the results from a survey conducted by the Civil Engineering Research Foundation (CERF), the research affiliate of the American Society of Civil...
Escaping the Niche
In today's business climate of increasing competition and shrinking markets, your company must get the most out of its marketing energy and budget. Finding new clients is...
The Mexican Migration
The North American Free Trade Agreement has made Mexico an attractive market for U.S. firms, particularly in the environmental field. At the same time, privatization (as with toll roads...
Environmental Consulting Grows Up
The environmental engineering industry got its first taste of maturity in 1992, courtesy of the weak U.S. economy. Revenue growth, which had raced along at a 25%-30% clip for years, abruptly...
Operating the Columbia River: A Balancing Act
Agreements to market the Canadian share of the hydroelectric power generated at U.S. facilities as a result of the Columbia River Treaty will begin terminating in 1998. Renewal of the...
Water Marketing in Washington?The Next Step?
The state of Washington has been blessed with an abundance of water resources for its use, including the Columbia and Snake rivers, but with the listing of the Snake River Sockeye Salmon...
Marketing Strategies for Engineers
Engineers face the constant challenge of informing the public and their potential users of their capabilities and the benefits that may be achieved from their services.
Optimizing Water Transfers in Urban Water Supply Planning
A number of water supply agencies in the Western United States have begun to integrate water transfers into their overall water supply planning, including the use of transferred water...
A Marketing Analysis of an Old Concept: the Horizontal Elevator-Monorail
The objective of this research is to define an efficient and cost effective concept for an Automated People Mover (APM) System. Current solutions are relatively expensive to install, have...
Imaging the Future
Design professionals of all stripes, including engineers, will find themselves working with a variety of visual images more and more in the near future. Image literacy, an understanding...
Housing America in the Twenty-First Century
This proceedings,
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