Last week saw what is now the UK’s largest construction exhibition, Ecobuild. An event which has grown in popularity year on year.
First Published SalesAchiever Construction Corner
To succeed, companies either need to be the lowest cost supplier in the market or differentiate themselves by adding value. In good times this allows you to charge a small price premium, in tough times you may not be able to increase your price, but offering value will increase your chances of winning work.
First Published March 2010, AIS Interiors Insights
Did you see the recent article in Building Magazine by the RIBA CPD Providers Network suggesting ways that specifiers could earn their CPD? It made some good points, but also reminded me that if you use CPD seminars to sell there is more to it than just writing and delivering a seminar.
First Published 17th February 2010, Competitive Advantage newsletter
With the public sector expected to account for nearly a quarter of all new homes, and the CPA forecasting 15 per cent growth, 2010 looks set to be a year of opportunity for those with a little savvy.
First Published: 9th February 2010, RIBA Enterprises Monthly Briefing
If you work in the housing sector you must be feeling pretty good – or at least better than those not working there.
First Published 29th January 2010, Construction News Plus
This year, as we make the run into Christmas, as well as the seasonal exchange of greetings there will be quite a few people drawing a sigh of relief and congratulating themselves on surviving.
First Published 11th December 2009, Construction News Plus
Advice for building product manufacturers and suppliers on how to use CPD seminars to their advantage.
First Published: December 2009, RIBA Enterprises Bulletin
I am one of those in favour of keeping Christmas in December, but as I searched in vain for a decent selection of birthday cards last weekend I had to admit Christmas has arrived.
First Published: 13th November 2009, Construction News Plus
When we talk of specification selling there is a tendency to think of just the architect, but the engineer is an equally important specifier who’s role is increasing in importance. This is because of the growing complexity of the legislation which is pushing almost every aspect of a building’s design, causing the architects to rely even more on the engineer.
First published: October 2009, RIBA Enterprises Bulletin
Have you thought about applying for the job of Chief Construction Advisor?
First Published: 18th September 2009, Construction News Plus
Many companies devote much time and resource to create and issue monthly financial accounts, reviewing expenditure. While this is important, it equates to looking into the rear view mirror while driving. As any motorist will tell you, looking ahead is much more important.
First Published: 4th September 2009, Construction News Plus
It's classic marketing speak "strengthen your market position through differentiation" but what does it mean and how do you do it?
First Published: 14th August 2009, Construction News Plus
Anyone new to the construction industry must find it extremely complicated – PFI, RMI, QS, BREEAM, MMC, PPS, NHBC and that’s the easy ones!
First Published: 6th August 2009. London Construction Now
For all of us, marketing to architects is a key business strategy. We want to create awareness of our products so that they will become included in designs, creating “demand pull” through the supply chain and eventually sales.
First Published: 4th August 2009, RIBA Enterprises Monthly Briefing
In these tough times, when everyone is under pressure to cut proces, companies must either be the cheapest or best value.
First Published: 9th July 2009, Construction News Plus
With the pressure to cut marketing budgets only likely to increase, now is the time to take a fresh look at where your money might best be spent.
First Published: 7th May 2009, RIBA Enterprises Monthly Briefing
Today has been one of those days when the unexpected has just taken over.
First Published: 1st May 2009, Construction News Plus
Despite these difficult times life just got harder.
First Published: 6th March 2009, Construction News
With the pressure on budgets, now is the ideal time to take a fresh look at where money should be spent. In the past there have been a number of reports on communicating with specifiers, mostly published by RIBA and CMP International (publishers of Building and the Barbour Compendium). More recently there has been a report on the use of the internet by another directory publisher, ESI and Competitive Advantage recently published our own impartial report “Specifier Communication Channels”.
First Published: February 2009, AIS Interiors Insight
After all the recent doom and gloom it was good to celebrate some success last week at the Construction Marketing Awards.
First Published: 4th December 2008, Construction News Plus
Don't make false economies to save costs. Spend wisely to gain leverage.
First Published: 7th November 2008, Construction News Plus
If you have not already done so, now is a good time to be introducing Key Account Management (KAM) to your organisation. It is a process which allows you to build close, long lasting relationships with your customers and provides a framework from which you can take cost out of the supply chain. Important at any time, it is especially so when times are tough.
First Published: 2nd October 2008, Construction News
So here we go again. As events in America with Lehman unfolded over the weekend most of us were probably wondering what this would mean for UK construction and us in particular.
Over the summer there has been as much doom and gloom as rain. Plenty of reports threatening a difficult time for the industry, with Construction News deciding to call its economic forecast 'Construction Downturn'. Even going on holiday to escape it all is fraught with worry! But there are stories of success and profit tucked away between the messages of doom.
First Published: 19th September 2008, Construction News Plus
I read in the press that the Home Builders Federation is in the process of reducing its staff from 25 to 12 because their funding, which is linked to member outputs is falling.
First Published: 22nd August 2008, Construction News Plus
Did you hear about the 5,000 new homes to be built by John Laing and Balfour Beatty?
First Published: 8th August 2008, Construction News Plus
There is money in education, if you understand your customers needs.
First Published: 4th August 2008, Construction News Plus
Don't give away margin, work with your customer to take out costs.
First Published: 11th July 2008, Construction News Plus