Winning New Business in ConstructionHave you ever wondered what makes companies successful? It's having excellent technical skills and the skills to find and keep profitable business. Terry Gillen's practical guide, Winning New Business in Construction explains everything you need to know to find and win new business, both from existing and new customers. He shows you how to improve your skills in selling, negotiating, writing proposals, making presentations in support of a tender, working with business partners and providing the kind of service that will enable you to keep customers once you have won them. The book is part of the Leading Construction Series co-published by Gower and CITB-ConstructionSkills. The Leading Construction Series is part of a CITB-ConstructionSkills initiative to develop management skills within the industry. The books in this series are designed to be essentially practical, with a firm grounding in the construction industry. |
Contents
The place of marketing in business | 3 |
Marketing ideas | 14 |
The persuasive funnel | 24 |
Copyright | |
9 other sections not shown
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Common terms and phrases
achieve Action points agree audience bargaining power Batna behaviour benefits cent chapter churn rate competitors consider construction company construction industry cost Counter-tactics customer care customer churn customer Column Customer relationship management Disneyworld e-mail effective Embedding phrases Ensure example explain feel foot-shooting human needs ideas identify important improve inputs intangible interaction invitation to tender lifetime value listen look marketing Motivators negotiating skills partnering party party's person persuasive funnel pitch potential Powerful presenters preparation probing problems product or service professional profit proposals and presentations prospective customers reasoning relationships response seed-sowing selling and negotiating shortlist situations someone specialist staff structure subconsciously subcontractors suggestions suppliers SWOT analysis techniques thinking told/sold matrix trade transaction trigger type of thinking understand unique selling point value chain visual aids wants and needs winning new business words written proposal