Specialty Structural Engineering Firm Marketing

[Valstone]

Just wanted to get some feedback on what people have had success in marketing a specialty structural engineering firm. I have about 6 to 7 clients at this point, but would like to expand that to about 10 to 12. My firm provides structural engineering services to steel fabricators and contractors. I have done cold calling without much bite. I have tried sending brochures, but nothing really happened with that. Should I try setting up face to face meetings? I am also finding out that most fabricators now have their own engineering staff. Any insight would be greatly appreciated.

Thanks,

Val

 

[LobstaEata]

I've always found that establishing a relationship of trust based on a client's needs is the most effective means of marketing engineering services. Face to face is a must.

When is the last time you bought a service based on a brochure or telemarketer?

 

[timbochung]

I second that at as well. I'm in the middle of a cold-call campaign and although I got a few "I'm interested but have no work at the moment" - I think the face-face is critical. Like LobstaEata - relationship is key

Tim Chung
Mechanical Designer, CSWP

http://www.kinderdesign.ca

 

[Valstone]

Yeah, I am reading "Guerrilla Marketing for Consultants" and it states that cold calling is a waste of the client's and consultant's time. The last 3 years have been great, but I spent no time marketing because I was so busy. I am feeling that was such a huge mistake. So I am sitting back and trying to come up with a plan to grow my business especially in this economy.

 

[dig1]

I agree with what LobstaEata wrote. I started off as basically a "specialized" structural engineer (industrial structures, tanks, pressure vessels, piping, and similar)and teamed up with a civil & architect (basically a "joint venture", for lack of a better word)and bring in HVAC/elec, geotech, survey, as necessary to offer projects to clients at a lower rate than full service firms. This may be something you want to look into as well.

While much of the original business has slowed, the overall business is steady because the companies that had cash are finding this is a good time to do small projects. This model can only be sustained for so long and we are constantly meeting to develop new business avenues.

Face to face relationships are essential and doing good work for one client does mean something to both the client and word of mouth.