For those companies that specification sell, engaging with the architect is key. A very effective means of getting a foot in the door of a practice is the CPD seminar, a technical presentation explaining an element of the design process. As well as informing the audience, it also plays an important part in presenting both […]

The construction industry has complex interrelationships between buyers and decision makers which are becoming increasingly complicated, as the market faces new demands and pressures presented by the Modernise or Die report, Hackitt Review and the Carillion Collapse, with Brexit also playing its part. Monitoring changes and understanding industry forecasts can help inform your strategy, making […]

We have brought together some of our popular Slideshare content into one presentation, to act as a helpful reference for you, when developing your sales and marketing strategy for construction markets. In the pack we provide, at a glance, how to develop effective specification strategies, how best to communicate with specifiers, together with a brand […]

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 […]

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 […]

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 […]