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Marketing Strategies for Design-Build Contracting

Author: William D Booth
Publisher: Boston, MA : Springer US, 1995.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
This comprehensive, practical book presents design-build marketing strategies for contractors working in small-, medium- and large-sized operations. Following an extensive overview of the design-build concept, it provides numerous examples, guidelines and techniques ideal for contractors in developing creative and effective common sense design-build marketing strategies in an increasingly competitive economic  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: William D Booth
ISBN: 9781461520870 1461520878
OCLC Number: 852788547
Description: 1 online resource (183 pages)
Contents: 1 The Construction Design-Build Concept --
Definition --
Sales Territory --
Design-Build Capability --
Design-Build Team --
Environmental Construction --
Project Steps --
2 The Art of Selling Design-Build Construction --
On and Off Buttons --
Low Profile and Soft Sell --
Time Interval --
Empathy --
Understanding the Business Prospect --
3 Cultivating New Business Perspectives --
Giving Out Information --
Advertising --
Adviser Capacity --
Remaining Objective --
4 Locating the Prospective Owner --
Personal Contacts --
Referrals --
Advertising --
Trends in Specific Business Areas --
Redevelopment Projects --
Relocation Projects --
Industrial Commissions --
Rejected Bids --
Cold Calls --
Disaster Leads --
Bonus to Employees: Finder's Fees --
Zoning Changes and Deed Transfers --
Records --
Who Requires Careful Consideration --
Contract Potential --
5 Qualifying the Prospective Owner --
Site --
Finances --
Reason for Building --
Interest --
Talking to the Decision Makers --
Personal Problems the Lead Might Have --
6 Selling the Design-Build Method --
Security --
Prospect List --
Selling Yourself --
Selling Your Company --
Selling the Job --
Combating Competition --
7 Contractual Procedures --
Letter of Intent --
Special Letter Contracts and Formal Contracts --
Retainage and Bonds --
Changes --
Checking Owner Financing --
8 Building Phase Communications --
Start-up --
Work Schedule Information --
Acquainting People on Site with the Owner --
Acquainting the Owner with Construction Problems --
Keeping the Owner in the Picture --
Owner Problems During Construction --
9 The Design-Build Sales Department --
Integrating the Sales Department into the Overall Operation --
A Salesperson's Responsibility to the Company --
Finding the Construction Salesperson --
Sales Territories --
Salesperson Remuneration.
Responsibility: by William D. Booth.

Abstract:

With a jolt you pull your car to the side of the road and read the job sign that can't be more than one day old: New Home of ABC Inc.; "Thought the job would have come out on the bid list by now,"  Read more...

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...a useful book for the aspiring construction salesperson, and the owenr of the small or medium-sized construction company...and those setting out to market it for the first time. - Construction Read more...

 
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