ABSTRACT
The international marketplace for engineering and construction services is a challenging, exciting, risky, and fiercely competitive arena. For those who successfully penetrate it there are prospects of substantial financial and professional rewards. This chapter describes that the international marketplace is constantly changing. In decades past, reasonable success could be achieved simply by preparing and submitting proposals or bids. The process should begin with a firm corporate decision to pursue operations on an international scale. The next logical step in the marketing process is project selection. A primary order of business should be to devise a multifaceted pursual strategy. Thorough and effective intelligence gathering, its interpretation, and its use to best advantage are crucial to success in the international marketplace. The next marketing phase is the contract negotiation. The success or failure of project execution is a prime influence on future success in the marketplace.
