Surveying the Cooling Water System from a Marketing Standpoint

1 SURVEYING THE COOLING WATER SYSTEM FROM A MARKETING STANDPOINT 

This is not, or rather it should not be, what really happens. A survey is, in fact, a more complex and time-consuming project than intimated above. However, this does not mean that all the time required should be spent specifically at the customer s site, gleaning every last piece of potentially useful engineering and operational data. In fact, a lot of the time is normally spent planning the overall sales campaign and investigating how best to proceed. 

although the plant survey is vital, it is only one piece of the puzzle that makes up the eventual gaining of new business and the development of a good working relationship with the customer. 

a survey should not be merely a record of the plant operational data, it should include commercial and often political information. However, it is assumed that the survey information, as presented to the buyer, should only reflect the technical position. The proposal offers commercial options based on the technical report. 

All the technical, commercial, and political information obtained during a survey needs to be sifted and assessed in order to understand the customer s overall position and the best way to proceed with the sales development project. 

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