Download Marketing and Selling Professional Services in Architecture by Basil Sawczuk PDF

By Basil Sawczuk

This functional e-book on promoting and advertising and marketing can assist architects, engineers, undertaking managers, amenities managers, surveyors, and contractors ‘sell’ themselves to potential clients.As consumers turn into extra refined at either neighborhood and foreign point, and as festival within the development raises, either contractors and specialists need to take a extra specialist method of promoting themselves. this is often very true for PFI bids the place giant assets are devoted to profitable multi-million pound contracts.Through a simple-to-follow technique, illustrated with lots of diagrams and checklists, advertising and marketing & promoting expert providers in structure & building units out the seven key elements of marketing and advertising and marketing specialist providers. it really is packed with acceptable rules and examples and is easily established to let readers to dip into the part proper to their present wishes.

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G. Kompass), which allows you to search on the basis of your location, sector, and turnover criteria. ❑ Commissioning your own target list. Organisations such as the local Chamber of Commerce may have a service that can provide you with a target list based on your criteria. The list can break down the contacts depending on whatever criteria you want. A good starting point, once the geographical spread is decided, would be the size of target client based on the number of its employees. Stage 1: Selecting the clients you want to work for 17 A selection criteria based on turnover might be a consideration, but within the building industry it is usually the head count that gives a better indication on the spend on buildings.

Many clients are now looking for a total turnkey solution, so being part of a large team can still give you additional workload. Other consultants Some consultants are useful in that they are happy to make introductions to their clients. Networking with these consultants is discussed Stage 1: Selecting the clients you want to work for 25 in Stage 4. Some consultants become commissioning agents on behalf of clients and so can be targeted as potential clients in their own right. Project management companies fall within this category.

Experience? • Transferable skills? Examine cost of sector entry Within each sector put together potential clients that may have similar needs into groups Survey potential clients groups. Are there any common themes developing form clients within the same groups from the same sector? Approach potential clients. Do the clients in the same group, within a sector, have similar needs? Identify client characteristics and any common sector needs and trends. 5 Consider the following: • Cost of winning new client • Are rewards high or low?

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