Research Article
Oct 1982
Initiating and Maintaining Client Relationships
Publication: Issues in Engineering: Journal of Professional Activities
Volume 108, Issue 4
Abstract
This paper describes the developments in our economy in the mid 70's that have forced many businesses to change their views regarding the marketing of professional services. The traditional attitudes of the learned professions that produce barriers to active participation in selling activities are examined. Client maintenance and project development are activities defined and examined. The writer's concepts on marketing responsibilities and planning are outlined in preparation for the more detailed material presenting the types of activities and skills needed to be effective professional salesmen. Misconceptions in professional selling are described along with appropriate activities that should be supportive of a firms' interest in fee growth.
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Information
Published In
Issues in Engineering: Journal of Professional Activities
Volume 108 • Issue 4 • October 1982
Pages: 225 - 237
Copyright
© 1982 American Society of Civil Engineers.
History
Published in print: Oct 1982
Published online: Feb 11, 2021
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Authors
Affiliations
Wilbur F. Peck, M.ASCE
Pres. Technical Management Consultants, 1925 Century Blvd., Suite 4, Atlanta, Ga. 30345
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ASCE Library Cards let you download journal articles, proceedings papers, and available book chapters across the entire ASCE Library platform. ASCE Library Cards remain active for 24 months or until all downloads are used. Note: This content will be debited as one download at time of checkout.
Terms of Use: ASCE Library Cards are for individual, personal use only. Reselling, republishing, or forwarding the materials to libraries or reading rooms is prohibited.
Terms of Use: ASCE Library Cards are for individual, personal use only. Reselling, republishing, or forwarding the materials to libraries or reading rooms is prohibited.