Tip Lists

Marketing Materials – Tips for Consulting Engineers

By John D. Gaskell, Retired Consulting Engineer

Marketing materials are a crucial ingredient to the success of any consulting engineering practice, whether a start-up or an established firm. Here are just a few of the winning strategies from the new book, The Complete Guide to CONSULTING ENGINEERING. Use these ideas and win more clients and projects.

 

  • Make your Business Announcement outstanding. It should look like a wedding invitation on fine, thick paper with raised letters.
  • Create elegant Letterhead & Business Cards. Parchment with raised letters and no logo would be a good choice.
  • Your Brochure is the face of the company. It will evolve as your firm grows. Try to make it versatile and something that will make you proud and distinguish you from your competitors.
  • Your Mailing List is your most important promotional tool. Expand it to include those who may recommend you. Send all mailings to the entire list. Send a minimum of two per year including: up-dates, announcements and holiday cards.
  • Create the lists & forms that your firm needs. Expand your contact list; prepare your government 330 form; and avoid construction headaches with your selected bidder list.
  • Don’t overlook Promotional Items. Consider personalized note paper, post cards, pens, tape measures, and anniversary stickers.
  • Write and publish technical articles. Send reprints to your mailing list and include them with your brochure. Everyone will consider you to be an “expert” in your field.
  • Make news Announcements. Don’t forget to send out announcements of awards; new services/specialties; and anniversaries.

 

Marketing Methods – Tips for Consulting Engineers

By John D. Gaskell, Retired Consulting Engineer

Marketing methods are crucial ingredients to the success of any consulting engineering practice, whether a start-up or an established firm. Here are just a few of the winning strategies from the new book, The Complete Guide to CONSULTING ENGINEERING. Use these ideas and win more clients and projects.

 

  • Expand your sources for leads. Include your Contact List; Consulting Engineers of a different specialty; Land Surveyors; Building Inspectors; Utility Company Representatives; the Yellow Pages; the Internet; Newspapers; and Construction Lead Services.
  • Seek Private Clients. Include Contractors in 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 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 you and your spouse are friends. 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 them all about new specialties and show & tell about exciting projects.