{"id":78792,"date":"2024-10-17T18:25:30","date_gmt":"2024-10-17T18:25:30","guid":{"rendered":"https:\/\/pdfstandards.shop\/product\/uncategorized\/asce-9780784401002-1996\/"},"modified":"2024-10-24T19:38:08","modified_gmt":"2024-10-24T19:38:08","slug":"asce-9780784401002-1996","status":"publish","type":"product","link":"https:\/\/pdfstandards.shop\/product\/publishers\/asce\/asce-9780784401002-1996\/","title":{"rendered":"ASCE 9780784401002 1996"},"content":{"rendered":"

Gladden and Olitt oofer practical guidelines for the development and implementation of the effective marketing plan for engineering consulting firms of any size or configuration, particularly those in the architecture\/engineering (A\/E) consulting industry.<\/p>\n

PDF Catalog<\/h4>\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n
PDF Pages<\/th>\nPDF Title<\/th>\n<\/tr>\n
1<\/td>\nCover <\/td>\n<\/tr>\n
4<\/td>\nCONTENTS <\/td>\n<\/tr>\n
8<\/td>\nPREFACE <\/td>\n<\/tr>\n
10<\/td>\nI. INTRODUCTION <\/td>\n<\/tr>\n
12<\/td>\nII. FUTURE GROWTH PLANNING <\/td>\n<\/tr>\n
20<\/td>\nIII. MARKETING PLANNING
The Five Stages <\/td>\n<\/tr>\n
23<\/td>\nMarketing Planning Philosophy <\/td>\n<\/tr>\n
24<\/td>\nThe Marketing Plan Process <\/td>\n<\/tr>\n
25<\/td>\nMarketing Plan Preparation <\/td>\n<\/tr>\n
33<\/td>\nMarketing Plan Outline <\/td>\n<\/tr>\n
41<\/td>\nIV. MARKET RESEARCH
Introduction
Marketing Publications <\/td>\n<\/tr>\n
42<\/td>\nDeveloping Market Contacts for Lead Generations
Targeting Clients <\/td>\n<\/tr>\n
44<\/td>\nV. SIX FUNDAMENTAL TIPS ON EFFECTIVE MARKETING
Scope, Schedule, and Budget
Selling Philosophy <\/td>\n<\/tr>\n
45<\/td>\nDon’t Oversell Yourself
Maintain Existing Clients <\/td>\n<\/tr>\n
48<\/td>\nThe Multilevel Marketing Approach <\/td>\n<\/tr>\n
49<\/td>\nProfessional Ethics <\/td>\n<\/tr>\n
51<\/td>\nVI. MARKETING DIRECTOR AND THE MARKETING TEAM <\/td>\n<\/tr>\n
53<\/td>\nCharacteristics of the Successful Sales Professional <\/td>\n<\/tr>\n
54<\/td>\nRoles and Responsibilities <\/td>\n<\/tr>\n
56<\/td>\nVII. DEVELOPMENT AND IMPLEMENTATION OF A STRUCTURED SALES PROGRAM
Setting Up Your Client and Prospect List <\/td>\n<\/tr>\n
60<\/td>\nCommunication and Recordkeeping <\/td>\n<\/tr>\n
63<\/td>\nInformation Retrieval System
Project Reports <\/td>\n<\/tr>\n
65<\/td>\nCommunication and Performance <\/td>\n<\/tr>\n
67<\/td>\nApproach to Contacting Your Prospects <\/td>\n<\/tr>\n
69<\/td>\nThe First Appointment <\/td>\n<\/tr>\n
70<\/td>\nThe Next Appointment <\/td>\n<\/tr>\n
72<\/td>\nExisting Client Contacts <\/td>\n<\/tr>\n
74<\/td>\nVIII. SEMINARS: A POWERFUL TOOL FOR DEVELOPING NEW BUSINESS
Introduction
Seminars as a Strategy <\/td>\n<\/tr>\n
75<\/td>\nTechnology Section <\/td>\n<\/tr>\n
76<\/td>\nSpeaker(s) Selection
Effective Presentation <\/td>\n<\/tr>\n
78<\/td>\nLocation
Timing
Costs <\/td>\n<\/tr>\n
79<\/td>\nProgram <\/td>\n<\/tr>\n
80<\/td>\nPost-Seminar Strategy <\/td>\n<\/tr>\n
82<\/td>\nIX. DIRECT MARKETING <\/td>\n<\/tr>\n
83<\/td>\nBrochures <\/td>\n<\/tr>\n
85<\/td>\nProposals as a Marketing Tool <\/td>\n<\/tr>\n
88<\/td>\nX. INDIRECT MARKETING
Advertisement <\/td>\n<\/tr>\n
89<\/td>\nNewsletters and Technical Journals
News Media Releases <\/td>\n<\/tr>\n
90<\/td>\nLeveraging on Your Membership <\/td>\n<\/tr>\n
91<\/td>\nSpeaking Engagements
Entertainment <\/td>\n<\/tr>\n
92<\/td>\nXI.THE PSYCHOLOGY OF BUSINESS DEVELOPMENT
Rapport-Building Techniques <\/td>\n<\/tr>\n
96<\/td>\nXII. PUBLIC RELATIONS <\/td>\n<\/tr>\n
98<\/td>\nXIII. BUDGETS <\/td>\n<\/tr>\n
100<\/td>\nACKNOWLEDGMENTS <\/td>\n<\/tr>\n
101<\/td>\nAPPENDIX. EXAMPLE MARKETING PLAN <\/td>\n<\/tr>\n
103<\/td>\nTABLE OF CONTENTS <\/td>\n<\/tr>\n
104<\/td>\nI. INTRODUCTION
A. Program History <\/td>\n<\/tr>\n
105<\/td>\nB. Program Fee Goal & Budget for Fiscal Year 1989 <\/td>\n<\/tr>\n
106<\/td>\nII. REVIEW OF FISCAL YEAR 1988
A. Fee Goal and Budget
B. Evaluation
C. Major Accomplishments in FY 1988 <\/td>\n<\/tr>\n
108<\/td>\nD. Significant Losses
E. Program Strengths <\/td>\n<\/tr>\n
109<\/td>\nF. Program Weaknesses <\/td>\n<\/tr>\n
111<\/td>\nIII. SUMMARY OF EXISTING MARKET CONDITIONS <\/td>\n<\/tr>\n
112<\/td>\nIV. PROGRAM OBJECTIVES
A. Short-Range Objectives <\/td>\n<\/tr>\n
113<\/td>\nB. Short-Range Strategies <\/td>\n<\/tr>\n
114<\/td>\nC. Long-Range Objectives
D. Long-Range Strategies <\/td>\n<\/tr>\n
116<\/td>\nV. TARGET ACCOUNT RANKINGS <\/td>\n<\/tr>\n
119<\/td>\nVI. ORGANIZATION CHART <\/td>\n<\/tr>\n
122<\/td>\nINDEX
A
B
C
D
E
F
G
H <\/td>\n<\/tr>\n
123<\/td>\nI
K
L
M <\/td>\n<\/tr>\n
124<\/td>\nN
O
P
R
S <\/td>\n<\/tr>\n
125<\/td>\nT
V <\/td>\n<\/tr>\n<\/table>\n","protected":false},"excerpt":{"rendered":"

Marketing and Selling A\/E and Other Engineering Services<\/b><\/p>\n\n\n\n\n
Published By<\/td>\nPublication Date<\/td>\nNumber of Pages<\/td>\n<\/tr>\n
ASCE<\/b><\/a><\/td>\n1996<\/td>\n125<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n","protected":false},"featured_media":78793,"template":"","meta":{"rank_math_lock_modified_date":false,"ep_exclude_from_search":false},"product_cat":[2660],"product_tag":[],"class_list":{"0":"post-78792","1":"product","2":"type-product","3":"status-publish","4":"has-post-thumbnail","6":"product_cat-asce","8":"first","9":"instock","10":"sold-individually","11":"shipping-taxable","12":"purchasable","13":"product-type-simple"},"_links":{"self":[{"href":"https:\/\/pdfstandards.shop\/wp-json\/wp\/v2\/product\/78792","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pdfstandards.shop\/wp-json\/wp\/v2\/product"}],"about":[{"href":"https:\/\/pdfstandards.shop\/wp-json\/wp\/v2\/types\/product"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/pdfstandards.shop\/wp-json\/wp\/v2\/media\/78793"}],"wp:attachment":[{"href":"https:\/\/pdfstandards.shop\/wp-json\/wp\/v2\/media?parent=78792"}],"wp:term":[{"taxonomy":"product_cat","embeddable":true,"href":"https:\/\/pdfstandards.shop\/wp-json\/wp\/v2\/product_cat?post=78792"},{"taxonomy":"product_tag","embeddable":true,"href":"https:\/\/pdfstandards.shop\/wp-json\/wp\/v2\/product_tag?post=78792"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}