How do engr consultants add value and differentiate from others?
How do engr consultants add value and differentiate from others?
(OP)
Consulting engineers talk about how, as professional service providers, we should be selected and evaluated on our unique qualifications and the value we bring to clients, as opposed to being viewed as a commodity and chosen on price.
However, I think consultants/consulting firms need to get much better at actually differentiating ourselves and demonstrating how we can add value that other consultants can't. I'm guilty of not doing this well, and recently I've been thinking about how to improve on this in our proposals and our marketing and sales efforts. And I'm fishing for additional ideas here...
Several times, after submitting a proposal for a consulting civil engineering project to a public client, I've asked to review all the proposals submitted for the project (once the selection of the consultant has been made, the proposals are usually considered as public record). The client hands me the stack of proposals and I lock myself in their spare conference room for an hour or two and read through them, just like clients do in their selection process.
You know what? We all sound the same! Our proposals look the same. We say the same things. We differentiate ourselves by "unparalleled service...exceptional client focus...a commitment to quality...innovation to meet your needs." That's lame! Not those concepts, which are great if actually achieved and lived day-to-day...but I recently reviewed a stack of seven proposals and everyone claimed to differentiate themselves by client focus and excellent service. No differentiation there. Now I'm starting to understand why clients tell me all consultants offer the same services, and therefore choose the lowest cost provider.
So I've started this thread in hopes of generating some discussion on how consultants can actually differentiate themselves and show "value-added," rather than just give lip service to it. Since I'm in civil engineering, that's the type of work I'm best able to discuss, but I certainly welcome input from all fields.
When I'll have some more time today, I'll add a post with some specific examples I've seen.
One more thought – perhaps the best way to demonstrate your quality and added value is by building a trusting relationship with a client, so they've seen your capabilities on their projects. But I'm thinking about business situations where the client doesn't know you all that well, but you still have to try to convince them you're the best person or firm for the job...
However, I think consultants/consulting firms need to get much better at actually differentiating ourselves and demonstrating how we can add value that other consultants can't. I'm guilty of not doing this well, and recently I've been thinking about how to improve on this in our proposals and our marketing and sales efforts. And I'm fishing for additional ideas here...
Several times, after submitting a proposal for a consulting civil engineering project to a public client, I've asked to review all the proposals submitted for the project (once the selection of the consultant has been made, the proposals are usually considered as public record). The client hands me the stack of proposals and I lock myself in their spare conference room for an hour or two and read through them, just like clients do in their selection process.
You know what? We all sound the same! Our proposals look the same. We say the same things. We differentiate ourselves by "unparalleled service...exceptional client focus...a commitment to quality...innovation to meet your needs." That's lame! Not those concepts, which are great if actually achieved and lived day-to-day...but I recently reviewed a stack of seven proposals and everyone claimed to differentiate themselves by client focus and excellent service. No differentiation there. Now I'm starting to understand why clients tell me all consultants offer the same services, and therefore choose the lowest cost provider.
So I've started this thread in hopes of generating some discussion on how consultants can actually differentiate themselves and show "value-added," rather than just give lip service to it. Since I'm in civil engineering, that's the type of work I'm best able to discuss, but I certainly welcome input from all fields.
When I'll have some more time today, I'll add a post with some specific examples I've seen.
One more thought – perhaps the best way to demonstrate your quality and added value is by building a trusting relationship with a client, so they've seen your capabilities on their projects. But I'm thinking about business situations where the client doesn't know you all that well, but you still have to try to convince them you're the best person or firm for the job...





RE: How do engr consultants add value and differentiate from others?
I agree with your last thought, the only sustainable competitive advantage is the esatblished client relationship. Missing that (or, before that) I think that reputation is the next best thing.
If you are still building up your reputation... ask your old clients if you can use the project you did for them as a (disguised) example for your proposal. There is no better reference than "I have already been successful doing a similar thing".
Even better, give your trusted clients as a reference to new clients. If you are good, word of mouth helps.
RE: How do engr consultants add value and differentiate from others?
Unfortunately as long as you are comparing like for like you are little more than a commodity. The actual reason people choose different companies will be wide and varied but cost is nearly always a factor, especially in hard times.
Why not look at a group of services/ products you use and work out why you chose them? After all are you that different from any other buyer?
Pick a broad spectrum to see if there is a pattern. Why did you choose the car you drive and the dealership you brought it from? Why did you choose the TV and outlet you got that from? Why did you choose the accountant/ lawyer you use? Then more general things like banks, internet providers, software, computers and printers and even go right down to stationary.
RE: How do engr consultants add value and differentiate from others?
RE: How do engr consultants add value and differentiate from others?
For custom engineered jobs, this means really looking at the space they are putting our equipment to determine the best layout and features. Consider the customers flow through the factory and such instead of just plopping the "standard" equipment in the area.
When we are doing work as more of a fab shop, where the customer provides the engineering and/or drafting to various extents, it might mean adding optional additions to the proposal. Customer asks for a quote on a wheelchair that shows no brake, I would probably have a proposal for the "basic" wheelchair specified in the package, and then costs for adding brakes, cupholders, gold rims, etc... Try to show the customer that we will try to work with them make their design the best it can be.
That approach may be somewhat specific to my discipline, industry, company, or position. I don't know how many "options" are available for, say, building a road from point A to point B. I would expect proposal to look much more similar in that case than in custom machinery and equipment business.
-- MechEng2005
RE: How do engr consultants add value and differentiate from others?
Arguing with an engineer is like wrestling with a pig in mud. After a while you realize that they like it
RE: How do engr consultants add value and differentiate from others?
Hg
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RE: How do engr consultants add value and differentiate from others?
Robert Billings
www.newrivereng.com
RE: How do engr consultants add value and differentiate from others?
RE: How do engr consultants add value and differentiate from others?
RE: How do engr consultants add value and differentiate from others?
We get repeat business because I won't do what those with the bad reputations were doing during the boom. But you can't exactly say that to the client.
Civil Development Group, LLC
Los Angeles Civil Engineering specializing in Hillside Grading
http://www.civildevelopmentgroup.com
http://www.civildevelopmentgroup.com/blog
RE: How do engr consultants add value and differentiate from others?
Alan
"The engineer's first problem in any design situation is to discover what the problem really is." Unk.
RE: How do engr consultants add value and differentiate from others?
I am also pretty open with giving a potential client the name and number of someone we have worked with already in the same area. I see this is now a big deal.
Civil Development Group, LLC
Los Angeles Civil Engineering specializing in Hillside Grading
http://www.civildevelopmentgroup.com
http://www.civildevelopmentgroup.com/blog