000			01169nam a22001577a 4500
008			120619t xxu||||| |||| 00| 0 eng d
020			_a0471558419
050			_aNA1996.C77
100			_aCooper, David G.
245			_aFinding and signing profitable contracts: a guide for architects engineers & contractors. / _cDavid, G Cooper
260			_aNew York: _bJohn wiley, _c1993.
300			_axix, 301 p.: _c24cm.
500			_aIncludes index.
505			_aContents: 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.
942			_2lcc _cBK
999			_c1451 _d8951