Marketing new clients
Marketing new clients
(OP)
Hi All,
I'm not sure if this is quite the right forum for this question, but I don't know where else it belongs so I'll give posting it here a shot...
My office manager has asked me to develop a marketing plan for a persepective new client (a small DOT). I've done a fair bit of marketing with existing clients, but this is a bit different since we don't have any significant relationships with this DOT. I'm struggling to find ways to get our foot in the door and develop relationships that will inprove our chances of winning projects with these folks.
I've got a few ideas of my own, but I'd love to hear suggestings from you folks. What's worked for you and what hasn't?
Thanks in advance,
Tim
I'm not sure if this is quite the right forum for this question, but I don't know where else it belongs so I'll give posting it here a shot...
My office manager has asked me to develop a marketing plan for a persepective new client (a small DOT). I've done a fair bit of marketing with existing clients, but this is a bit different since we don't have any significant relationships with this DOT. I'm struggling to find ways to get our foot in the door and develop relationships that will inprove our chances of winning projects with these folks.
I've got a few ideas of my own, but I'd love to hear suggestings from you folks. What's worked for you and what hasn't?
Thanks in advance,
Tim





RE: Marketing new clients
RE: Marketing new clients
2) you can market the lower level guys all you want (guys at the same management level as yourself), but to be successful you also need to talk with the decision makers. This might be department heads, district engineers, or even the state / county / city engineer. Unfortunately, your office manager or perhaps even a VP level manager should be the one to talk with this guy.
3) you could market yourself to other engineering companies and try to be a sub on a larger project. Most structural engineers on DOT projects work for a Civil engineering firm who primes the project. Again start small and work your way up.
4) attend social events so you can meet some of the DOT staff. APWA, ASCE, NSPE are some ways. Personally, I am on a golf league for transportation engineers. Through the league, I have been able to get one on one time with the District Engineer for the state DOT as well as with numerous other engineers, both with the DOT and with consultants.
5) it may take up to 2 years building relationships and contacting people over and over before you finally get the chance you are looking for. You and your boss will need to have patience.
RE: Marketing new clients
RE: Marketing new clients
So, do more LISTENING than TALKING.
TTFN
FAQ731-376: Eng-Tips.com Forum Policies
RE: Marketing new clients
Surely, the pricipal objective of any salesman is to maximise his own commission by selling whatever he can, in the largest possible quantity, with the maximum number of spares and support services in order to solve problems that the customer never knew that he had
RE: Marketing new clients
Hg
Eng-Tips policies: FAQ731-376: Eng-Tips.com Forum Policies