This document contains a transcript of a presentation about marketing and project management administration. It discusses how nearly every activity a company engages in involves some aspect of marketing. It emphasizes that customer service, work product, work practices and treating clients and employees well are all part of marketing. The presentation encourages thinking about being approachable, fair, accurate and responsive (A.F.A.R.). It also notes that repeat business and referrals are the primary ways companies grow, not just advertising. Key rules of marketing discussed are to know your company and its services well, and to know your target markets.

1. PROJECT MANAGEMENT ADMINISTRATION

2. PROJECT MANAGEMENT ADMINISTRATION & YOUR ROLE IN MARKETING.

3. PROJECT MANAGEMENT ADMINISTRATION & YOUR ROLE IN MARKETING.

4. QUIZ TIME!

5. QUIZ TIME!

6. Well hello Rick Engineering! QUIZ TIME!

7. QUIZ TIME! Say… … what a beautiful audience!

8. QUIZ TIME! Right you are Bob!

9. QUIZ TIME! Hey Rick!

10. QUIZ TIME! Are you ready for a marketing quiz?

11. QUIZ TIME! You betcha Bob!

12. QUIZ TIME! Un-huh!

13. QUIZ TIME! Terrific! Then let’s go to the questions!…

14. TRUE or FALSE

15. TRUE or FALSE

16. TRUE or FALSE

17. TRUE or FALSE Marketing is something just the Marketing Department does.

19. False.

20. Marketing is something every department in every office does.

21. We do it. San Diego

22. So do we. San Diego Tucson

23. Same here. San Diego Sacramento Tucson

24. Un huh. San Diego San Luis Obispo Sacramento Tucson

25. We also. San Diego Phoenix San Luis Obispo Sacramento Tucson

26. San Diego Sacramento San Luis Obispo Phoenix Yes. Same for us. Riverside Tucson

27. San Diego Sacramento San Luis Obispo Phoenix Riverside Tucson Ditto. Orange

28. San Diego Sacramento San Luis Obispo Phoenix Riverside Tucson Orange Marketing? You bet. Bakersfield

29. Nearly everything we do has a “marketing” function…

30. Let me explain that further…

31. … by asking a few more questions…

32. TRUE or FALSE

33. TRUE or FALSE

34. TRUE or FALSE

35. TRUE or FALSE “ Customer service” refers to just how we interact with the client.

37. Negatory.

38. “ Customer service” includes how we carry ourselves.

39. “ Customer service” includes how we carry ourselves.

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

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

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

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

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

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

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

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

48. But customer service also includes our work practices :

49. But customer service also includes our work practices :

50. … such as, phone manners :

51. … such as, phone manners :

52. … how we conduct ourselves in meetings :

53. … how we conduct ourselves in meetings :

54. … and how we treat our fellow Rick employees :

55. … and how we treat our fellow Rick employees :

56. It’s TIP TIME!

57. It’s TIP TIME !

58. Here’s a tip.

59. Think A.F.A.R.

60. Think A. F.A.R.

62. PPROACHABLE

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

64. Think A. F. A.R.

66. AIR

67. FAIR: Be even handed and balanced. Take into account the issues that others face. AIR

68. Think A.F. A. R.

69. (again)

71. CCURATE

72. ACCURATE: When what you produce, and what you say, is factually correct. CCURATE

73. And think A.F.A. R.

75. ESPONSIVE

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

77. Having fun now?

78. Good.

79. Let’s go to another question.

80. TRUE or FALSE

81. TRUE or FALSE

82. TRUE or FALSE

83. The best way to build a business is by advertising and promotions. TRUE or FALSE

85. False-a-roonie.

86. Firms like RICK grow primarily due to two things...

87. First…

88. Repeat Business

89. Repeat Business That’s when an existing or former client hires you again.

90. Repeat Business Repeat Business

91. Repeat Business Repeat Business Repeat Business

92. Repeat Business Repeat Business Repeat Business Repeat Business Just look at that!

93. Repeat Business Repeat Business Repeat Business Repeat Business Repeat Business

94. Repeat Business Repeat Business Repeat Business Repeat Business Repeat Business Repeat Business Nice.

95. Second…

96. Referrals

97. Referrals 

98. Referrals  That’s when an existing or former client recommends you to another client.

99. Referrals  

100. Referrals     … and then they recommend you to other people…

101. Referrals     

102. Referrals          

103. Referrals                

104. Referrals                        Cool, huh?

105. Referrals                               

106. Referrals                                        You bet.

107. Say Bob?…

108. What’s the first rule of marketing?

109. The “first rule of marketing”?

110. I’m glad you asked.

111. 1. Know your firm.

112. You should know some Rick Engineering Company history.

113. Didja know… ?

114. The Rick Engineering Company has been around since…

115. 1955?

116. Ranch houses!

117. Mahogany TV’s!

118. Fins!

119. … and something called… !

120. … a computer!

121. Remember…

122. … in today’s marketplace…

123. … there’s no substitute for experience.

124. And the Rick Engineering Company has over 50 years of it!

125. You ought to know what services the Rick Engineering Company offers.

126. Didja know… ?

127. … that the Rick Engineering Company does…

128. Engineering?

130. Duh.

131. OK. That was obvious.

132. Did you know all of the services Rick can provide?

133. CIVIL ENGINEERING Civil…

134. CIVIL ENGINEERING TRAFFIC ENGINEERING Traffic…

135. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES Water…

136. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING Surveying…

137. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY Photogrammetry…

138. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES Specialized computer…

139. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES GIS SERVICES GIS Services…

140. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES GIS SERVICES CONSTRUCTION SERVICES and Construction Services…

141. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES GIS SERVICES CONSTRUCTION SERVICES

142. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES GIS SERVICES CONSTRUCTION SERVICES Whew!

143. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES GIS SERVICES CONSTRUCTION SERVICES Uh Bob?

144. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES GIS SERVICES CONSTRUCTION SERVICES Yes?

145. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES GIS SERVICES CONSTRUCTION SERVICES There’s more.

146. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES GIS SERVICES CONSTRUCTION SERVICES More?

147. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES GIS SERVICES CONSTRUCTION SERVICES What’ya mean there’s more?

148. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES GIS SERVICES CONSTRUCTION SERVICES Well…

149. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES GIS SERVICES CONSTRUCTION SERVICES There’s Legal Support… LEGAL SUPPORT SERVICES

150. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES GIS SERVICES CONSTRUCTION SERVICES Creative Services… LEGAL SUPPORT SERVICES CREATIVE SERVICES

151. 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…

152. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES GIS SERVICES CONSTRUCTION SERVICES Landscape Architecture LEGAL SUPPORT SERVICES CREATIVE SERVICES LANDSCAPE ARCHITECTURE

153. 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

154. CIVIL ENGINEERING TRAFFIC ENGINEERING WATER RESOURCES SURVEYING AND MAPPING PHOTOGRAMMETRY SPECIALIZED COMPUTER SERVICES GIS SERVICES CONSTRUCTION SERVICES … and Planning! LEGAL SUPPORT SERVICES CREATIVE SERVICES LANDSCAPE ARCHITECTURE URBAN DESIGN & PLANNING

155. 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

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

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

158. This legacy of performance gives Rick a decided advantage.

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

160. should give our clients some reassurance that

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

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

163. Each of these services have stand-alone value.

164. Each of these services have stand-alone value.

165. Each of these services have stand-alone value.

166. But… if they are marketed as a potential array of related and complimentary services…

167. there can be…

168. Harmony

169. Hey!

170. I’m back!!

171. So…

172. … what we are saying is…

173. … let your client know…

174. … that Rick offers a lot of services…

175. … in addition to the discipline you represent.

176. OK. Anything else?

177. Rules of marketing?

178. Oh yeah.

179. What’s the second rule of marketing?

180. 2. Know your market.

181. Once you know Rick’s capabilities and capacities...

182. … you can identify potential markets for Rick’s services.

183. … you should learn as much as you can about your market.

184. Maybe this question will help...

185. TRUE or FALSE

186. TRUE or FALSE

187. TRUE or FALSE

188. TRUE or FALSE Governments are too stretched for resources to hire consultants.

190. Not exactly.

191. Yes. Governments are generally revenue starved, but…

192. … they still have statutory, regulatory and infrastructure obligations and responsibilities.

193. … like drainage

194. sewers

195. roads

196. … and development review.

197. But they don’t have the staff.

198. … and they can’t afford to hire new people. Especially with long term costs related to benefits and pensions.

201. So hiring consultants for the short-term now starts to make economic sense.

202. In many ways, the same can be said for private industry, too.

203. Hiring a firm like Rick can reduce time and expense.

204. … and to private firms, time is money.

205. So YOUR role in marketing is pretty simple...

206. Perform well...

207. Be nice...

208. Keep an eye out for opportunities...

209. … and you might just drum up a little business.