This book offers 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. Gladden and Olitt use actual examples and case histories to relate theory to rpactical application. A sample fiscal year marketing plan is provided, as are detailed discussions of effective selling techniques, direct and indirect marketing, sales roles and responsibilities, ways to identify sales-oriented professionals already in a firm, marketing research, and the budgeting process. Strategy and action plan worksheets and target account ranking worksheets are provided as well.

With this book, architects/engineers, project managers, and consultants in small, medium, or large firms will be able to develop a marketing plan to fit their company's needs.

About the Authors
Scott C. Gladden (1954-2003) was a geologist working in the geotechnical/enviromental consulting industry, with more than 10 years of direct experience managing and conducting marketing and sales programs.

Arnold Olitt (1943-1993) was an engineer and helped to cofound the firm of Woodward-Clyde and Associates.