The document outlines a marketing strategy to help small consulting engineering firms establish a competitive advantage through effective practices. Key findings highlight the importance of a strong online presence, proactive client engagement, and maintaining competitive rates, as well as the need for strategic communication with clients. Recommendations include leveraging word-of-mouth referrals and building an authoritative brand to enhance market presence and growth.

1. 3 Steps to Selling
Engineering Services
How to place a small consulting firm on the map
through effective marketing strategy.

2. Small firms can achieve a sustainable
and competitive advantage over larger
counterparts by encouraging strong
market orientation through innovative
practice as a key to business
development and growth.
O’Dwyer, Gilmore and Carson (2009)
“

3. Overview
An effective marketing strategy can greatly assist consulting firms within the
highly competitive industry of environmental engineering to expand their client
base and accelerate business growth.
Qualitative research was conducted with respondents from variousVictorian
civil contractor companies to assess the effectiveness of three different
marketing concepts.

4. Three marketing concepts
were identified as critical in
forming an effective
marketing strategy for
small engineering firms.
Marketing and
Modification
Variables
Customer and
Market Focus
Integrated
Marketing
Effective
marketing
strategy for
small firms

5. Marketing and Modification Variables
Service improvements can transform the competitiveness of a business
1
Survey findings
Small firms need to be proactive and flexible, in order to be
competitive at all times.
Clients often select consultants from internet searches, if they have
not been referred by word of mouth.
It is vitally important for the firm to establish authority as a specialist
in its industry niche, both online and offline.

6. Integrated Marketing
Incorporate marketing activities throughout all aspects of business service
2
Survey findings
A formal office facility is not required in regards to service, through
professionalism in communications is vital.
An established online presence is highly regarded, it serves to inform
and highlight other company offerings.

7. Customer and Market Focus
Predicting and forecasting client needs to a high standard
3
Survey findings
Good service at low rates is paramount when in responding to client
needs and expectations.
Company size is not a factor; however, the business should be well
branded in their online presence and active on social media.
Preference was expressed for consultants to be accredited members
of professional organisations.

8. Recommendations
These key marketing
strategies or tools can
be used to increase
market presence and
growth.
Continue to build word-of-mouth referrals and sustain a
good reputation among existing clients.
Maintain a good website and professional social media
presence to inform clients of current projects and
expertise.
Build a good line of communication with existing clients
via phone calls and emails. Face-to-face meetings may
only be needed if complex project issues are encountered.
A solution-oriented approach should always be the main
focus.
Maintain competitive rates as all clients always expect
good value for money.
Being a member of the industry bodies is a plus, but not
essential.

9. Study Online
at
Southern
Cross
University
This research was compiled as part of the
Industry Research Project unit in the Master of
Master of Engineering Management degree at
Southern Cross University.
Learn how you can do the same for small engineering firms through research you undertake.
Get in touch with the Southern Cross University Online Enrolment team on
T: 1300 589 882
E: future.students@online.scu.edu.au