By Basil Sawczuk
This functional e-book on promoting and advertising and marketing might help architects, engineers, undertaking managers, amenities managers, surveyors, and contractors ‘sell’ themselves to potential clients.As consumers develop into extra subtle at either neighborhood and foreign point, and as pageant within the building raises, either contractors and specialists need to take a extra specialist method of promoting themselves. this is often very true for PFI bids the place monstrous assets are devoted to successful multi-million pound contracts.Through a simple-to-follow strategy, illustrated with lots of diagrams and checklists, advertising and marketing & promoting specialist providers in structure & development units out the seven key features of promoting and advertising expert companies. it truly is filled with acceptable principles and examples and is definitely based to let readers to dip into the part appropriate to their present wishes.
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Additional info for Marketing and Selling Professional Services in Architecture and Construction
Sample text
You can do this by building strong relationships. This is discussed in more detail in Stage 6. ❑ If you know that the bronze clients are not convertible, then raise your fees to service them. Let them pay more for taking up a disproportionate percentage of your management time. If by doing this they don’t come back to you, then that’s fine because hopefully they will clog up your competitor’s portfolio and take up their time and effort. Number of clients The breadth and mix of your client portfolio is as important as the quality of each client.
A good starting point, once the geographical spread is decided, would be the size of target client based on the number of its employees. Stage 1: Selecting the clients you want to work for 17 A selection criteria based on turnover might be a consideration, but within the building industry it is usually the head count that gives a better indication on the spend on buildings. The added benefit of buying a list, which is in an electronic format, is that it will probably lend itself to populate your database or client relationship management (CRM) programme, thereby saving many hours of input time.
In this stage we address the many ways of getting Introduction xxxi yourself known to people who can give you work or introduce you to those who can. Stage 5: Proposals and tenders Most projects will go through a proposal or tender stage. This is not just submitting a price. Often there will be an element of pre-qualification, writing compelling method statements, making a presentation, negotiation and contractual points. During this process, the client will be looking for signs that he can work with you.