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 […]

In construction a contract acts as a binding agreement between the party commissioning the building project and the contractor responsible for carrying out the construction work, with a number of forms of contract. The type of construction contract being used will have an influence on the structure of the construction team. In order to ensure product […]

An effective specification sales process for your construction product ensures your team is focused in the right areas; communicating successfully with key construction decision makers at the right stage of the construction project, to create demand for your construction products. There are a number of steps that need to be taken to put in place this […]

To influence the specification of your construction product, it is necessary to understand the dynamics of the construction decision making unit (DMU). Today, it is very rare that a single person will have full control of the decision to purchase, and many have the influence to prevent the selection of a product. It is thus […]