Mike\'s Marketing Tips!

PROJECT MANAGEMENT

ADMINISTRATION

PROJECT MANAGEMENT

ADMINISTRATION&

YOUR ROLE IN MARKETING.

PROJECT MANAGEMENT

ADMINISTRATION&

YOUR ROLE IN MARKETING.

QUIZ TIME!

QUIZ TIME!

Well hello Rick

Engineering!

QUIZ TIME!

QUIZ TIME!

Say… …what a beautiful audienc

e!

QUIZ TIME!

Right you are Bob!

QUIZ TIME!

Hey Rick!

QUIZ TIME!

Are you ready for a marketing

quiz?

QUIZ TIME! You betcha Bob!

QUIZ TIME!

Un-huh!

QUIZ TIME!

Terrific! Then let’s go to the

questions!…

TRUE or FALSE

TRUE or FALSE

TRUE or FALSE

TRUE or FALSE

Marketing is something just the Marketing Department does.

False.

Marketing is something

every department

in every office does.

We do it.

San Diego

So do we.

San Diego

Tucson

Same here.

San Diego

Sacramento

Tucson

Un huh.

San Diego

San Luis Obispo

Sacramento

Tucson

We also.

San Diego

Phoenix

San Luis Obispo

Sacramento

Tucson

San Diego

Sacramento

San Luis Obispo

Phoenix

Yes. Same for us.

Riverside

Tucson

San Diego

Sacramento

San Luis Obispo

Phoenix

Riverside

Tucson Ditto.

Orange

San Diego

Sacramento

San Luis Obispo

Phoenix

Riverside

Tucson

Orange

Marketing? You bet.

Bakersfield

Nearly everything we do has a “marketing” function…

Let me explain

that further…

…by asking a few more questions

…

TRUE or FALSE

TRUE or FALSE

TRUE or FALSE

TRUE or FALSE

“Customer service” refers to just how we interact with the client.

Negatory.

“Customer service” includes how we carry ourselves.

“Customer service” includes how we carry ourselves.

How we treat our clients and each other makes a difference.

How we treat our clients and each other makes a difference.

How we treat our clients and each other makes a difference.

How we treat our clients and each other makes a difference.

Or…

How we treat our clients and each other makes a difference.

How we treat our clients and each other makes a difference.

“Customer service” includes our work product, of course:

“Customer service” includes our work product, of course:

But customer service also includes our work practices:

But customer service also includes our work practices:

…such as, phone manners:

…such as, phone manners:

…how we conduct ourselves in meetings:

…how we conduct ourselves in meetings:

…and how we treat our fellow Rick employees:

…and how we treat our fellow Rick employees:

It’s TIP TIME!

It’s TIP TIME!

Here’s a tip.

Think A.F.A.R.

Think A.F.A.R.

PPROACHABLE

APPROACHABLE: Be receptive to inquiries. Be eager to help.

PPROACHABLE

Think A.F.A.R.

AIR

FAIR: Be even handed and balanced. Take into account the issues that

others face.

AIR

Think A.F.A.R.

(again)

CCURATE

ACCURATE: When what you produce, and what you say, is factually

correct.

CCURATE

And think A.F.A.R.

ESPONSIVE

RESPONSIVE: Answer phone calls, email messages and other inquiries promptly.

ESPONSIVE

Having fun

now?

Good.

Let’s go to

another question.

TRUE or FALSE

TRUE or FALSE

TRUE or FALSE

The best way to build a business is by advertising and promotions.

TRUE or FALSE

False-a-roonie.

Firms like RICK grow primarily

due to two things...

First…

Repeat Business

Repeat Business

That’s when an

existing or former

client hires you again.

Repeat Business

Repeat Business

Repeat Business

Repeat Business

Repeat Business

Repeat Business

Repeat Business

Repeat Business

Repeat Business

Just look

at that!

Repeat Business

Repeat Business

Repeat Business

Repeat Business

Repeat Business

Repeat Business

Repeat Business

Repeat Business

Repeat Business

Repeat Business

Repeat Business

Nice.

Second…

Referrals

Referrals

Referrals

That’s when an existing or former

client recommend

s you to another client.

Referrals

Referrals

… and then they

recommend you to other

people…

Referrals

Referrals

Referrals

Referrals

Cool, huh?

Referrals

Referrals

You bet.

Say Bob?…

What’s the first rule of marketing?

The “first rule of

marketing”?

I’m glad you asked.

1. Know your firm.

You should know some

Rick Engineering Company history.

Didja know… ?

The Rick Engineering Company has been around since…

1955?

Ranch house

s!

Mahogany TV’s!

Fins!

…and somethin

g called…!

… a computer!

Remember…

…in today’s marketplace

…

…there’s no substitute

for experience.

And the Rick Engineering Company

has over 50 years of it!

You ought to know

what services the Rick

Engineering Company

offers.

Didja know… ?

…that the Rick

Engineering Company

does…

Engineering?

Duh.

OK. That was obvious.

Did you know all of

the services Rick can provide?

CIVIL ENGINEERING

Civil…

CIVIL ENGINEERING TRAFFIC ENGINEERING

Traffic…

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES

Water…

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

Surveying…

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY

Photogrammetry…

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

Specialized

computer…

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES

GIS Services…

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES

and Construction Services…

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES

Whew!

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES

Uh Bob

?

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES

Yes?

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES

There’s

more.

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES

More?

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES

What’ya mean

there’s more?

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES

Well…

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES

There’s Legal

Support…

LEGAL SUPPORT SERVICES

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES

Creative Services

…

LEGAL SUPPORT SERVICES CREATIVE SERVICES

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES LEGAL SUPPORT SERVICES

CREATIVE SERVICES

Um.Excuse me,

but…

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES

LandscapeArchitectur

e

LEGAL SUPPORT SERVICES CREATIVE SERVICES

LANDSCAPE ARCHITECTURE

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES LEGAL SUPPORT SERVICES

CREATIVE SERVICES

Uh… As a rule of thumb you shouldn’t

cover the hosts…

LANDSCAPE ARCHITECTURE

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES

…and Plannin

g!

LEGAL SUPPORT SERVICES CREATIVE SERVICES

LANDSCAPE ARCHITECTURE URBAN DESIGN & PLANNING

CIVIL ENGINEERING TRAFFIC ENGINEERING

WATER RESOURCES SURVEYING AND MAPPING

PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES

GIS SERVICES CONSTRUCTION SERVICES LEGAL SUPPORT SERVICES

CREATIVE SERVICES LANDSCAPE ARCHITECTURE

Ok.I really gotta

call my agent about

this.URBAN DESIGN & PLANNING

While we wait for Bob to return, let’s look at what we’ve learned:

1. The Rick Engineering Company has been around for a long time.

This legacy of performance gives Rick a decided advantage.

For a firm in our business to thrive for over 50 years

should give our clients some reassurance that

they’ve hired a firm that knows what it’s doing.

2. The Rick Engineering Company has offers a wide range of

services.

Each of these services have stand-alone value.

Each of these services have stand-alone value.

Each of these services have stand-alone value.

But… if they are marketed as a potential array of related and

complimentary services…

there can be…

Harmony

Hey!

I’m back!!

So…

…what we are saying

is…

…let your client

know…

… that Rick offers a lot

of services…

…in addition to

the discipline

you represent.

OK. Anything else?

Rules of marketing

?

Oh yeah.

What’s the second rule of marketing?

2. Know your market.

Once you know Rick’s capabilities

and capacities...

…you can identify

potential markets for

Rick’s services.

…you should learn as much

as you can about your

market.

Maybe this question will

help...

TRUE or FALSE

TRUE or FALSE

TRUE or FALSE

TRUE or FALSE

Governments are too stretched for

resources to hire consultants.

Not exactly.

Yes. Governments are generally

revenue starved,

but…

…they still have

statutory, regulatory

and infrastructure

obligations and

responsibilities.

…like drainag

e

sewers

roads

…and development review.

But they don’t have the staff.

…and they can’t afford to

hire new people.

Especially with long term costs

related to benefits and

pensions.

So hiring consultants for the

short-term now starts to make

economic sense.

In many ways, the same can be said for

private industry,

too.

Hiring a firm like Rick can reduce

time and expense.

…and to private

firms, time is money.

So YOUR role in

marketing is pretty simple...

Perform well...

Be nice...

Keep an eye out for

opportunities...

…and you might just drum up a

little business.