As we await the final report “Building a Safer Future” from Dame Judith Hackitt, with recommendations for fire safety in buildings, we can anticipate some significant changes in the way the industry operates. This includes how the marketing and communications teams promote the credentials of their building products. I’d like to consider three statements from […]

The unfortunate events of the Grenfell Tower fire of 14th June 2017 and the interim review by Dame Judith Hackitt that followed, highlight what many in the industry already know – that there is often widespread deviation between what is designed and what is built. For manufacturers this is most apparent as specification switching, often […]

To mark the launch of the 2017 Construction Media Index research reports we held a Twitter Chat. In this chat Chris Ashworth answers questions on how best to communicate with all specifiers within the construction decision making unit, referencing research findings. The Construction Media Index research aims to inform your communications strategy. Helping you choose […]

Offsite manufacture is experiencing a resurgence. Supporting our recent Construction Market Report – UK Offsite Manufacture research showing that 77% of respondents expect this sector to grow in the next 12 months. The current Government (225,000 affordable homes by 2020) and the Mayor of London (17,000 more affordable homes pa) have set ambitious housing targets. […]

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 […]