by Basil Sawcsuk
Date reviewed: December 2009
Basil Sawczuk’s book is an invaluable sales tool for the architect or other professional working in the construction sector.
It draws on tried and tested sales practices, presenting them in a logical and easy to follow format, within the context of a hypothetical architect’s practice. Starting with selection of the client, we are told how to identify their needs, to differentiate and present the benefits of our practice, how to communicate, given advice on bidding, how to deliver added value once successful and finally advised on building credibility.
Only the last chapter addresses any marketing issue and this is done quite superficially. But it is probably all the small practice needs.
This is a ‘must have’ book for small professional practices and useful for anyone providing services into the construction sector.