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Book Description:

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Synopsis:

This study explains how architects and engineers can successfully market their skills. Personal anecdotes of actual business situations emphasize concepts. Focusing on both the individual and the firm, the book provides descriptions of strategies for business development.

Table of Contents:

OVERVIEW OF THE MARKETPLACE.
Professional Salesmanship.
Future Trends.
PREPARING YOURSELF FOR BUSINESS DEVELOPMENT.
Finding Time for Business Development.
Becoming More Efficient.
Creating Your Personal Image for Success.
Preparing Yourself for Success.
Presentation Skills.
Optimal Performance.
PREPARING YOUR FIRM FOR BUSINESS DEVELOPMENT.
Assessing Your Firm's Operation.
Creating Your Business Development Program.
Communicating the Firm.
Presentation Aids.
Finding Potential Clients.
EXTERNAL CORPORATE SALESMANSHIP.
Obtaining Invitations for Interviews.
Developing the Interview.
The Interview and Beyond.
Visitations.
Making Irresistible Offers.