Marketing of Engineering Consultancy Services: A Global Perspective
Chapter 3 The Market Paradigms
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Engineering consultancy firms which nurtured in a cozy environment with guaranteed business sometime back, are facing new business realities. The era of awarding contracts on nomination or cost plus basis is over. Today they are operating in an ever more complex environment with constantly changing buyer’s market having stiff sales bottlenecks, wafer thin margins, from monopoly to market driven competition having presence of serious rivals, from budgetary support to self reliance, from cost plus approach to a market administered pricing, from quantity push approach to quality and timely delivery, from short term transaction to long term relationship, from life long...