Bringing in business for your company.
Bringing in business for your company.
(OP)
Hi
It would be nice to hear some thoughts.
We are a fairly small company doing pretty well we have been in the business quite a while and getting a lot of work with out needing to market.
At the moment our target is upmarket residential some commercial and so on but nothing big.
I want to bring in a big job talking about like 2mil dollars for our fees into my company but not sure how to go about it or who to speak to.
We are based in South Africa. This is also not requested by my bosses but It should definitely progress my career.
Is it a valid wish without any marketing or business degree. I am fairly good with people but to aquire the right introduction I believe is key.
Maybe more of the senior guys could give some good advice that are directly responsible for new business in their company.
It would be nice to hear some thoughts.
We are a fairly small company doing pretty well we have been in the business quite a while and getting a lot of work with out needing to market.
At the moment our target is upmarket residential some commercial and so on but nothing big.
I want to bring in a big job talking about like 2mil dollars for our fees into my company but not sure how to go about it or who to speak to.
We are based in South Africa. This is also not requested by my bosses but It should definitely progress my career.
Is it a valid wish without any marketing or business degree. I am fairly good with people but to aquire the right introduction I believe is key.
Maybe more of the senior guys could give some good advice that are directly responsible for new business in their company.





RE: Bringing in business for your company.
RE: Bringing in business for your company.
RE: Bringing in business for your company.
He went to every meeting with the exact same bloated, egotistic and exaggerated sales pitch, and talked so much and so rapidly, the potential client barely had a chance to respond except at the end.
Essentially, he did not seem open to response from the client until he was finished with his pitch. Big mistake.
Now, when I talk to people, I put in a lot of pauses and watch (really focused) for facial expressions as I talk. I also see if they keep glancing at their watch, that is the sign to stop.
RE: Bringing in business for your company.
Mike McCann
MMC Engineering
RE: Bringing in business for your company.
$2M could keep 10 engineers busy at your office for an entire year?
you'll have to forward me your companies info so I have someone to outsource to when I get too busy!!!
RE: Bringing in business for your company.
$2,000,000 fee
$125 hourly rate
2000 hours per engineer
8.0 staff
RE: Bringing in business for your company.
RE: Bringing in business for your company.
B+W Engineering and Design
Los Angeles Civil Engineer and Structural Engineer
http://bwengr.com
RE: Bringing in business for your company.
I am one of those perhaps "touched in the head" individuals who decided in 2010 to start my own engineering business. As a result, I had to take a crash course in marketing! There are a lot of really bad marketers out there, and I am a huge supporter of the sales engineer. My work is in Purchasing, so I had first learned to sit on the buying side of the table before I began learning about marketing. Long story short, I find that engineers make great sellers and buyers!
I would definitely talk it over with management first, but you can go to them with the ideas I am going to share with you below.
Two simple concrete steps you could take that have benefited me are:
1) You can go to your local library where they have online databases (I am not sure that I can name the one I have in mind on this forum, but there is one in particular that works well). These databases list companies by description, NAICS description, or SIC description. NAICS and SIC are ways that the government sorts labor (the bureau of labor statistics, etc.) You can harvest contact information for potential clients within a certain radius of your zip code. I know it is intimidating, but cold calling is a great skill for anyone to learn! For your business, I recommend property managers, developers, construction companies, and also local factories. Guess what - all of these resources are 100% free! Your local librarian might be one of the most helpful people you never knew existed!
2) Get in touch with your local chamber of commerce and attend any event that is an "executive luncheon" or "networking mixer" or "annual banquet". Joining the chamber will cost some money, but if you phone them you can often attend individual events for some $10-100 per event. If you make some good connections at each event you attend, you frankly only need to attend a few.
Engineering firms as a whole do not market themselves well! Your goal when talking with anyone is to set up a "brief meeting", handing out a pile of cards is good but it is not as effective as meeting with folks. On that topic, if you are driving and see a potential client, just drop in! Do not be pushy - listen more than you peak and be very polite. Just be mindful of no soliciting signs. Respect their wishes.
I for one applaud your ambition, and even if management does not give you the green light to proceed, I for one think that management will commend you for wanting to help out your firm!
Good Luck!