01169nam a22001577a 4500 120619t xxu||||| |||| 00| 0 eng d 0471558419 NA1996.C77 Cooper, David G. Finding and signing profitable contracts: a guide for architects engineers & contractors. / David, G Cooper New York: John wiley, 1993. xix, 301 p.: 24cm. Includes index. 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. lcc BK 1451 8951 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-06-19 0 NA1996.C77 4082/12 2012-06-19 00:00:00 1 2012-06-19 BK