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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

Engineering consultancy is not only about engineering and technological calculations but is also about aspects like formulating marketing mixes, relationship between individuals of the client’s project team and the consultant’s engineering team, time taken to render the services, the quality of the engineering workforce, CRM, client selectivity, KAM, etc. Marketing of engineering consultancy services requires an extended marketing mix comprising of the 8Ps. Successful consultancy implies rich and diverse engineering, contemporary technology and diligent project experience and sagacious capabilities with reliability, and client confidence. Understanding the client, knowledge about the project, courtesy, responsiveness, credibility and creativity is consultant’s core competence, expert man power (engineers) are its pivotal resource and their concern for the client is the major business differentiator. Today, the opportunities lie not only in acquiring a profitable client rather serving, delighting, retaining, sustaining and growing with them. Instead of running after the new ones or everyone, the onus is to retain the profitable ones and run with them. Concern for the client is vital because it is a long duration contact among limited and strategically important industrial corporate houses. Success of the firm is almost single handedly determined by the manner the consultant serves and treats its clients.

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