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Marketing of Engineering Consultancy Services: A Global Perspective

By
Pradeep Kumar Chatterjee
Pradeep Kumar Chatterjee
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Partho Pratim Chatterjee
Partho Pratim Chatterjee
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ISBN:
9780791861837
No. of Pages:
136
Publisher:
ASME Press
Publication date:
2019

As competition and business complexities increases, more marketing sophistication is needed. The major marketing challenge before engineering consultancy firms is to create competitive edge. To create competitive edge, engineering consultancy organizations must stress on the following: Client selectivity, Client relationship management (CRM), Appointment of Key Account Manager (KAM), Differentiated offer, Differentiated service delivery, Solution Selling/System Selling, Industry and Competitor analysis, etc.

12.1
Client Selectivity
12.2
Client Relationship Management (CRM)
12.3
Appointing Key Account Manager (KAM)
12.4
Differentiated Offer
12.5
Differentiated Service Delivery
12.6
Solution Selling / System Selling Concept
12.7
Industry Analysis
12.8
Competitor Analysis and Managing Competition
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