EEI 2017 Form 10-K
Table of Contents The backlog of uncompleted projects and maximum potential revenues from indefinite task order contracts, by business segment, are summarized in the following table. Amount as of July 31, 2017 2016 (in thousands) Total firm backlog of uncompleted contracts: EEI and its subsidiaries located in the United States $ 77,355 $ 75,146 Subsidiaries located in South America 20,744 17,237 Consolidated totals $ 98,099 $ 92,383 Anticipated completion of firm backlog in next twelve months: EEI and its subsidiaries located in the United States $ 55,571 $ 49,851 Subsidiaries located in South America 14,660 8,580 Consolidated totals $ 70,231 $ 58,431 Maximum potential revenue from task order contracts: EEI and its subsidiaries located in the United States $ 205,402 $ 219,695 Consolidated totals $ 205,402 $ 219,695 Business Development Our business development activities take place everywhere we work. Although we have a dedicated business development group that includes sales, marketing and communications professionals, our technical staff is also active in identifying opportunities and developing business relationships. Specific business development activities include: · Meeting with existing and potential clients to understand their needs and anticipate new markets; · Participating in professional organizations and speaking at seminars and conferences to enhance our professional knowledge and relationships; · Attending and participating in trade shows and professional seminars relating to our business; · Sponsoring a popular seminar series that targets specific markets; · Monitoring numerous environmental, business and other publications to identify potential clients and their needs; · Close tracking of government contract procurements; · Monitoring government regulations, environmental and social trends, and other events that may affect our clients and thereby generate new business; · Responding to requests for proposals, bids, and qualifications, and developing proposals to win new or repeat business; and · Providing specialized business development training to our staff. Competition We are subject to competition with respect to each of the services that we provide. No single entity currently dominates the environmental services industry or has the capability to serve the entire market. Some of our competitors are larger than us, have greater financial and other resources than we do, or may be more specialized in certain disciplines or locations. Others have special status as small businesses. We compete primarily on the basis of our reputation, quality of service, expertise, responsiveness and price. 10
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