Win More Projects Matching Your Firm’s Engineering Skills with our Marketing Process
Throughout my career I have worked very closely with engineers, and have often been asked to explain to them what marketing really accomplishes for the company. Most of these engineers work in design/development, network engineering, system architecture, RF engineering or field engineering – either in companies large enough that the engineering groups do not typically interact with the Marketing department, or in firms that don’t have a Marketing department.
When I have asked engineers about their experience with marketing, the most common responses are as follows:
“I just don’t get what that touchy-feely stuff can really do for us.”
“Marketing is the fluff. They make things look nice.”
“We worked a marketing agency when we needed brochures for a trade show.”
“I have worked with marketing people to order t-shirts and give-a-ways.”
Many engineers have told me that their interactions with marketing have been related to the production aspect of websites, brochures, trade shows and promotional items – and in many cases the business impact of the marketing activities was not obvious to the engineers.
Production and promotional items, while very important, are just a part of what marketing is about. Through this Beyond the ‘Fluff’ series of articles, I hope to offer a broader perspective on how engineering firms can use marketing to reach specific business goals. I’ll cover topics such as:
- how to align your services with your firm’s unique skills to gain a competitive advantage bidding for projects
- how to attract more projects that demand your firm’s strongest skills (i.e., projects you are the most likely to deliver on time, within budget)
- how to avoid competing on price
- how to make sure your website generates business for you
- how to use marketing tools to get prospects and clients to call you for projects.
Learn more about these topics in Beyond the ‘Fluff’ Getting Started— Marketing in a Nutshell.