TY  - BOOK
AU  - Cooper, David G.
TI  - Finding and signing profitable contracts: a guide for architects engineers & contractors.
SN  - 0471558419
AV  - NA1996.C77 
PY  - 1993///
CY  - New York
PB  - John wiley
N1  - 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
ER  -