Cooper, David G. <br/><br/>
Finding and signing profitable contracts: a guide for architects engineers & contractors. / 
David, G Cooper 
 - New York:  John wiley,  1993. 
 - xix, 301 p.:  24cm. 
<br/><br/> Includes index. 
<br/><br/>Contents: Overview Of the marketplace: Professional salesmanship -- Future trends -- Preparing yourself for business development: Finding time for business development -- Becoming more efficient -- Creating your personal image for success -- Preparing yourself for success -- Presentation skills -- Optimal performance -- Preparing your firm for business development: Assessing your firm's operation -- Creating your business development program -- Communicating the firm -- Presentation aids -- Finding potential clients -- External corporate salesmanship: Obtaining invitations for interviews -- Developing the interview -- The Interview and beyond -- Visitations -- Making irresistible offers. 
<br/><br/><label>ISBN: </label>0471558419 
<br/><br/><label>LC Class. No.: </label>NA1996.C77