Marketing Strategies for Design-Build Contracting
Autor William D. Boothen Limba Engleză Paperback – 12 dec 2011
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Specificații
ISBN-13: 9781461358688
ISBN-10: 146135868X
Pagini: 204
Ilustrații: 183 p.
Dimensiuni: 152 x 229 x 11 mm
Greutate: 0.28 kg
Ediția:Softcover reprint of the original 1st ed. 1995
Editura: Springer Us
Colecția Springer
Locul publicării:New York, NY, United States
ISBN-10: 146135868X
Pagini: 204
Ilustrații: 183 p.
Dimensiuni: 152 x 229 x 11 mm
Greutate: 0.28 kg
Ediția:Softcover reprint of the original 1st ed. 1995
Editura: Springer Us
Colecția Springer
Locul publicării:New York, NY, United States
Public țintă
ResearchCuprins
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.
Recenzii
...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 Management and Economics