oa Civil Engineering = Siviele Ingenieurswese - Build relationships, not bid packages

Volume 19, Issue 6
  • ISSN : 1021-2000



Marketing for consultancies is almost 99% relationship-building, and virtually any other resource you try will only work if that is at the root. You are going to need to build your business from your relationships; and if you do not have them, you will need to connect the dots and find a way to be near the people you want to do business with. It is a brave new world in the construction industry that is not going to return to its former self. It is time to stop chasing projects and start building relationships. It is time to differentiate and get back to the roots of how your business was founded. It is time to pay attention to track records - yours and your competitors'. It is time to get smart. This article offers a few suggestions on how to do that.

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