MARKETING TIPS FOR ENGINEERS
- Obtain E & O Insurance. When starting an engineering practice, Consulting Engineers should not “Stamp” (Seal) any documents until you have Professional Liability Insurance (Errors & Omissions). Remember this and the following marketing tips for engineers.
- Seek clients & projects. First re-contact the potential clients that you visited when preparing your Business Plan.
- Expand your sources for leads. Include those on your contact list; consulting engineers of a different specialty; land surveyors; building inspectors; and utility company representatives. Also, search the Internet; and newspapers.
- Seek Private Clients. Include contractors of your specialty; housing authorities; hospitals; colleges & universities; federal, state & city agencies; property managers; manufacturers; developers; banks; and law firms.
- Offer new Specialty Services. There is usually no competition for specialty services and no limitation on fees. Examples (related to electrical) include: EMF investigation & mitigation; Power Quality studies & monitoring; UPS Systems; and Arc-Flash calculations.
- Always consider Public Speaking opportunities. This is especially important when you are trying to promote a new service or new specialty. Also hold seminars each time that the code of your discipline is updated. This shows clients that you are keeping up-to-date and gives you the opportunity to nurture your friendship with their tradesmen.
- Entertain clients & potential clients. If a problem occurs with the services of your firm, clients are more likely to tell you and allow you to make corrections, if they knows you and your spouse socially. They are also more likely to give the next project to a “friend”.
- Send Notes. Never forget to send thank you notes and look for opportunities to send notes of congratulation. You don’t even need to know someone to recognize their achievements.
- Open Houses and Parties. These are great ways to thank your clients, show off your celebrity clients and to tell all about new specialties and exciting projects.
Excerpted from The “Complete Guide” to CONSULTING ENGINEERING © 2015 John D. Gaskell. Used with permission of Professional Value Books, Inc. All rights reserved. Order at http://www.TheEngineersResource.com. Use coupon code “paperback” and save.