Engineering consultants market their expertise in providing clients with technical advice and tools to solve engineering problems or improve business processes. They may specialize in particular disciplines, such as mechanical engineering, manufacturing, construction, the environment or offer general consulting engineering services. They market their services to companies and government agencies, providing consultancy and a range of project-based services to deliver results.
Carry out market research to identify the trends that drive demand for engineering consultancy services. Review reports, such as “Global Engineering Services Market Research Report” from research firm IBISWorld that provide useful insight into growth areas that could provide new business opportunities. Plunkett Research, for example, comments that opportunities are strong for consultancies focusing on projects that clearly reduce business costs and enhance operating ratios.
Create a set of service descriptions that clearly explain the scope of the service you offer and the benefits to the client. Differentiate your services from those of your competitors by highlighting specialisms that you offer. For example, you may have a depth of experience in specific type of environmental service that other competitors cannot match. Post a copy of your service descriptions on your website and include them in your marketing communications and new business proposals.
Build a reputation for trust and leadership in your field. A reputation for innovative solutions and sound advice helps to build client confidence and plays an important part in consultancy growth. Building trust and reputation is difficult with conventional marketing communications, according to Industrial Marketing Today. You have to do it by delivering a steady stream of content relevant to your target audience. Speak at important industry events that attract potential clients. Publish articles on issues in your market sector and participate in social networks by commenting or blogging on issues that are of interest to potential clients.
Set up a website that includes information prospects look for when searching for a consultancy. Create a profile of your consultancy, including your key services, accreditation, size of the firm, location and years of experience. Provide brief biographies of the members of the consultancy with their qualifications and specialist skills. Include a list of clients with case studies that demonstrate your expertise. Include keywords that help clients looking for a specialist service in a specific region, such as “environmental engineering consultancy for the water industry in California.”
Contact prospects in your target market by mail or email. Introduce your services and offer the prospect an incentive to respond, such as a downloadable article or an invitation to a seminar where you are speaking. Monitor publications and websites covering your market sector to identify upcoming projects where you can put forward proposals.
