We are currently surveying construction professionals, asking them questions about their journal readership, blog readership, social media activity, use of product directories and CPD requirements. This is to inform the fifth edition of the Construction Media Index report, due to be released September 2017. Findings are currently being analysed to provide insight into how best […]

The Quantity Surveyor (QS) is possibly the most ignored influencer by manufacturers. But they are an important member of the construction Decision Making Unit. If you engage with the QS when your competitor does not you will gain a competitive advantage.   [<a href=”//storify.com/CompetitiveA/engaging-with-the-quantity-surveyor” target=”_blank”>View the story “Engaging with the Quantity Surveyor” on Storify</a>]

Well written construction specification documents Getting your product specification wording right is very important and key to reducing the incidence of product switching. Competitive Advantage can help you develop strong product specifications. This article from NBS explains where the specification fits within the construction contract. NBS have published their latest report into specification activity. An […]

Well written specification documents are a very important tool in the sales and marketing of construction products. Developing standard specification clauses provides a means of saving the specifier time, enabling easy inclusion and ensuring that a construction product is correctly described as the manufacturer’s original intention. With thought, specification documents can also be written to […]

Key Account Management (KAM) is a tailored specification sales approach, that allows you to work more efficiently with chosen construction clients. KAM is not a simple buyer-seller relationship. It is a professional sales approach, which involves the construction supplier and client’s business working together to gain understanding of each others business and achieve common goals. It means that the […]

The specification sales team is an expensive resource, but used effectively it can create demand, reduce the importance of price and transfer influence away from the supply chain to the manufacturer. Effective specification selling is an important skill for the construction professional, the benefits are: Reducing the focus and thus importance on price – By […]

Construciton CPD seminars are an effective tool for starting new relationships or enhancing an existing one with construction specifiers. This Twitter Chat with @CompA_Ashworth and @BarbourNews reviews how to use CPD to build relationships with construction specifiers. #SpecStrategy

View our recent Twitter Chat with Barbour ABI, where we consider how best to engage with the Construction Decision Making Unit. [<a href=”//storify.com/CompetitiveA/engaging-with-the-construction-decision-making-uni” target=”_blank”>View the story “Engaging with the Construction Decision Making Unit” on Storify</a>]

The construction marketer must keep informed about marketplace demand and customer requirements. Providing high levels of customer service means you can stay ahead of the competition. This blog presents three elements to consider when delivering effective customer service as part of construction markets. Identify opportunity in changing construction markets Construction markets can change, expand or […]