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  • Three steps to win green construction specifications | Competitive Advantage
    the right products tight specifications and specifier awareness Already widely used the BREEAM and Ska rating systems can be expected to become standard tools for building design From a manufacturer s perspective this currently can provide an important point of differentiation If designers know your products are sustainable they will select them over lesser alternatives If you build these sustainability clauses into your specifications then it will also make them more resilient to subsequent substitution as a result of the Equivalent or Equal clause Here are three steps to ensuring your products are used for sustainable construction Use new product development and review your manufacturing process to ensure your products meet the needs of sustainability via low carbon manufacture energy or water efficiency Look closely at the specification clauses relating to your products and ensure they define that sustainable performance criteria In this way you can lock out competitors Simple things might be a UK manufacturing location if your competitor is based overseas Individual clauses can be developed to counter each competitor it does not need to be a single catch all clause Ensure specifiers know how sustainable your product offering is Very often they will start the product selection process at the website of a company that they believe meets their needs Is that you Competitive Advantage can help you with all of these areas by Researching your market to establish what is important to the decision makers Or present product concepts to gauge what the market likes This can help inform your product development process Facilitating workshops with your technical and sales teams to identify the clauses you can introduce into your specifications This can help reduce substitution Conducting a Sustainability Benchmark Audit to measure awareness and perception of your brands sustainability credentials amongst your target decision makers

    Original URL path: http://www.cadvantage.co.uk/3-steps-to-win-green-specifications/ (2016-02-12)
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  • How to write a comprehensive market research brief | Competitive Advantage
    of improved customer service To track progress and evaluate your success for your business or a particular product Spend time thinking about your objective and once you are clear about what you want to achieve detail it in your brief more than likely as your opening paragraph Your objective will also provide focus when writing the remainder of your brief and should always be referred back to to ensure you are on track Giving a good brief Once you have clarified what you want to know you need to scope this out in a brief that gives clear direction Using who what why where and when as a starting point is always a good way to ensure you are covering all the relevant details Who is this research for Give information on your company and the division product team the research is being conducted for This background information should give greater understanding of who your company are and what they do who your customers are and who your competitors are Who are to be contacted Give details of the types of respondent you want to conduct the research with are they existing customers or potential what job role and industry segment are you interested in Which geographical location do you want to target What is to be researched Is it a particular product or target market If it is a product then what does the product do what are its features and benefits What legislation influences its use If it is a target market then why are they key Are you researching existing or potential customers Why are you conducting the research Are you looking to get further insight to gain information to inform strategy Have you a new product you are looking to launch or do you wish to get a better understanding of what influences selection of a current product or indeed your brand Are you looking to expand into new areas whether these are services you offer or the geographical area you cover Where will the research be conducted and how Which channels are you considering using online surveys telephone face to face focus group or a combination of all or some Or perhaps you want to be guided by your researcher When will the research be conducted What is your anticipated timeline when do you anticipate the research to commence have you a deadline for when it is to be completed by If the research is to happen in stages will you require progress reports on these stages by key dates Other considerations are budget if you are able to give an indication then this will help your researcher tailor your project and deliver results within monetary constraints Communication is key when agreeing the boundaries of the research project and although delivering a comprehensive brief is a great starting point remember to be open to suggestions to get the best of the researcher s knowledge or indeed bring them in to discuss the preliminary brief so

    Original URL path: http://www.cadvantage.co.uk/how-to-write-a-comprehensive-market-research-brief/ (2016-02-12)
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  • New eBook: Market Research that informs your business strategy | Competitive Advantage
    January 9 2013 updated on April 9 2014 by Helen Leave a comment Tweet Market research is an important part of business and when used effectively can inform business decisions which contribute to the success of your company Market research can help you to Improve customer retention and maintain standards Improve business processes and efficiency Identify staff training requirements Benchmark against your competitors Major on your brand s strengths and correct its weaknesses This eBook will guide you through how to write a comprehensive brief clearly explain the different market research processes and what to consider as well as detail the advantages and disadvantages for each And importantly demonstrate how to use research to inform your business strategy This eBook contains over 30 pages of practical information to guide you through the different methods of market research looking at the processes involved as well as advantages and disadvantages of each method And importantly how each method can be used to inform your business strategy Throughout the eBook there are handy print off pages for you to refer to This eBook costs just 20 VAT Purchase online now Construction industry knowledge hub Understanding your customer Post navigation Previous Next Leave a Reply Cancel Reply Your email address will not be published Required fields are marked Name Email Website You may use these HTML tags and attributes a href title abbr title acronym title b blockquote cite cite code del datetime em i q cite s strike strong Learn more about Building Information Modelling Communicating with the industry Construction market activity Effective specification strategies Marketing in construction Sustainability Understanding the construction industry Understanding your customer n Select by type n Blog News Article Report eBook Youtube Video Book Review Slideshare Infographic Event Twitter Chat Construction Sales Marketing eNews Get the latest in

    Original URL path: http://www.cadvantage.co.uk/new-ebook-market-research-that-informs-your-business-strategy/ (2016-02-12)
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  • CONSTRUCTION RESEARCH | Competitive Advantage
    Insights Top 3 BIM Myths Dispelled and What Happens if I Don t do BIM Pheonix Building Information Modelling Construction industry knowledge hub 3 Key takeaways from the 2015 UK performance report on construction Posted on September 24 2015 updated on September 30 2015 by Michael Prince Leave a comment With Glenigan releasing the new 2015 UK Construction Key Performance Indicators I recently attended the launch of the 2015 UK Performance Report at The Department of Business Innovation and Skills in London I wanted to understand more about the KPI s what they mean and how key influencers in construction interpret them The Report aims to map trends Construction industry knowledge hub Understanding the construction industry How do Construction Decision Makers gather information on product and design solutions Posted on September 23 2015 updated on January 18 2016 by Helen 1 Comment Over June and August this year we asked 478 construction professionals how they gather information to inform their product and design decisions We asked them questions about their journal readership blog readership social media activity use of product directories and CPD requirements This information is presented in full in our research The Construction Media Index Communicating with the industry Construction industry knowledge hub Marketing in construction Understanding the construction industry Understanding your customer Sales Marketing round up July Posted on July 14 2015 updated on January 18 2016 by Helen Leave a comment Specification Sales Steve Rogan has written an article entitled What is specification sales and is it for you Vocational Place provide a check list of the six habits of a great sales team And expert market provide some advice on how to get what you want on the phone Much of this advice is covered Marketing in construction How to choose the Construction Market Research provider that s right for you Posted on June 10 2015 updated on June 10 2015 by Rachel Ward Leave a comment You need fact based evidence to inform your construction specification strategy and to not base those construction sales and marketing decisions on assumptions You know you want to research construction markets and you ve got buy in from the board and colleagues How are you going to do your construction research You could go down the in house route Construction industry knowledge hub Marketing in construction Understanding your customer Construction product specification your questions answered Posted on April 28 2015 updated on April 28 2015 by Helen Leave a comment To establish an effective specification strategy you need to know what is important to each decision maker how this will influence their product choice and then demonstrate the value of your offering In a recent Twitter Chat hosted by Barbour News I answered questions on how to establish effective specification selling amp amp amp lt a href storify com CompetitiveA effective specification target blank amp amp amp gt View the story Do you have Effective specification strategies Sustainability update April Posted on April 15 2015 updated on April

    Original URL path: http://www.cadvantage.co.uk/tag/construction-research/ (2016-02-12)
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  • MARKETING IN CONSTRUCTION | Competitive Advantage
    This research provides an impartial view on the use of hardcopy and electronic media by category of decision maker how electronic media is being used to inform product and design ideas industry publications which are Marketing in construction Understanding your customer Sales Marketing round up July Posted on July 14 2015 updated on January 18 2016 by Helen Leave a comment Specification Sales Steve Rogan has written an article entitled What is specification sales and is it for you Vocational Place provide a check list of the six habits of a great sales team And expert market provide some advice on how to get what you want on the phone Much of this advice is covered Marketing in construction How to choose the Construction Market Research provider that s right for you Posted on June 10 2015 updated on June 10 2015 by Rachel Ward Leave a comment You need fact based evidence to inform your construction specification strategy and to not base those construction sales and marketing decisions on assumptions You know you want to research construction markets and you ve got buy in from the board and colleagues How are you going to do your construction research You could go down the in house route Construction industry knowledge hub Marketing in construction Understanding your customer Marketing round up May Posted on May 12 2015 updated on May 12 2015 by Helen Leave a comment At the end of April Competitive Advantage was excited to participate in our first Twitter chat hosted by Barbour News In this chat we answered questions on specification selling For further insights into the challenges of managing a sales team read this article by Vocational Place John Benson in his article Why do People Buy Construction industry knowledge hub Marketing in construction Understanding your customer Are you asking the right questions in your construction survey Posted on April 9 2015 updated on July 15 2015 by Helen Leave a comment In drafting questions for your construction research survey there are a number of different techniques to consider Questionnaires should be carefully worded so that the necessary information is collected to fulfil your construction research objectives The order of questions is also important The questions at the beginning of your survey should be interesting simple and non threatening Construction industry knowledge hub Marketing in construction Understanding your customer 5 reasons your market research is flawed Posted on March 3 2015 updated on March 17 2015 by Helen Leave a comment Conducting regular research into construction markets gives insight into the specifier s decision making process and the influences on product specification In this blog we review the do s and don ts when conducting research to help you use research effectively to inform your decisions and ultimately contribute to the growth of your company 1 You have Construction industry knowledge hub Marketing in construction Understanding your customer Marketing round up February Posted on February 17 2015 updated on January 18 2016 by Helen Leave a

    Original URL path: http://www.cadvantage.co.uk/tag/marketing-in-construction-2/ (2016-02-12)
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  • RESEARCH REPORTS | Competitive Advantage
    your construction research You could go down the in house route Construction industry knowledge hub Marketing in construction Understanding your customer Are you asking the right questions in your construction survey Posted on April 9 2015 updated on July 15 2015 by Helen Leave a comment In drafting questions for your construction research survey there are a number of different techniques to consider Questionnaires should be carefully worded so that the necessary information is collected to fulfil your construction research objectives The order of questions is also important The questions at the beginning of your survey should be interesting simple and non threatening Construction industry knowledge hub Marketing in construction Understanding your customer 4 key research methods to better understand specification Posted on March 21 2015 updated on July 15 2015 by Helen Leave a comment Research is an essential part of business It is an important tool which can help you identify critical differences and opportunities that inform strategy so contributing to the success of your company In this blog we detail the essential research that every construction product manufacturer should be conducting to inform their business strategy 1 Construction industry knowledge hub Marketing in construction Understanding your customer 5 reasons your market research is flawed Posted on March 3 2015 updated on March 17 2015 by Helen Leave a comment Conducting regular research into construction markets gives insight into the specifier s decision making process and the influences on product specification In this blog we review the do s and don ts when conducting research to help you use research effectively to inform your decisions and ultimately contribute to the growth of your company 1 You have Construction industry knowledge hub Marketing in construction Understanding your customer How to effectively interpret and implement research findings Posted on November 11 2014 updated on November 11 2014 by Chris Ashworth Leave a comment At Competitive Advantage we are strong believers in applying research findings Yes conduct research and stay in touch with changing market dynamics learn what your customers think how you compare to the competition but importantly take the time to use your research information effectively Having conducted a survey the process of developing competitive advantage can Construction industry knowledge hub Effective specification strategies Marketing in construction Understanding the construction industry Understanding your customer The 5 essential elements of an awesome research brief Posted on July 29 2014 updated on November 20 2014 by Helen Leave a comment A great brief possesses clarity displays depth of thought and provides direction Drafting a comprehensive brief takes time thought and input from others including your peers and chosen research consultant Putting in the effort ensures the key reasons for conducting research are clear and importantly how the findings are to be used is understood Construction industry knowledge hub Marketing in construction Understanding your customer The Advantages of Benchmarking your Brand with Key Specifiers an interview with Jenny Smith Andrews from H H Posted on February 7 2014 updated on January 4

    Original URL path: http://www.cadvantage.co.uk/tag/research-reports/ (2016-02-12)
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  • Are you asking the right questions in your construction survey? | Competitive Advantage
    This question is sometimes referred to as a subjective question An open question can also be a discussion question where the respondent can share all that comes to mind answering the question in their own words If you ask an open question then you may wish to follow up with a clarifying question This question is a probing question that asks participants to further explain their response Responses to open questions are often referred to as qualitative as they are had to quantify or analyis quantitatively Focus groups interviews and open ended questions are all forms of qualitative research where subjective responses are essential Quantitative research is often used to substantiate the findings from qualitative research Both elements in their own way are beneficial in providing evidence to inform research objectives It is important to gain the right balance so they complement each other Often a closed question will be followed by an open question which gathers more qualitative information Are your questions loaded Avoid leading questions where all or part of the answer is suggested in the way the question is worded such as Why do you consider the competitor s product to be inferior On the whole strive for unbiased questions where the wording is carefully considered so not to influence the respondent s opinions Another question to avoid is the double barrelled type where you ask the respondent to answer two questions at once causing confusion and poor data analysis For more detailed qualitative or subjective responses you may want to consider including disguised questions where the respondent is unaware of the true purpose of the question Another technique is hidden issue questioning utilised as part of in depth interviews to identify significant personal views that would otherwise not be revealed by using a more direct approach Is the order of your construction survey questions resulting in bias The order you ask questions can have an influence It is best practice to ask general questions prior to specific questions This is known as the funnel approach It avoids responses to specific questions biasing answers to general questions Another element to consider is the flow of questions for the respondent You may wish to use a filter question to ensure the respondent meets the criteria for subsequent questions This can also be referred to as a branching question where the respondent is directed to a particular survey section depending on the answer given This is referred to as skip pattern When using closed questions where the respondent is asked to select their answer from a given list list order bias can sometimes occur This is where the idea of primacy or recency has an influence so the respondent s recall is weaker towards the middle of the list In cases where the same or similar list of possible responses is repeated the list order could be rotated to avoid biased responses Finally keep your questionnaire as short as possible Otherwise your respondents will lose interest and the final

    Original URL path: http://www.cadvantage.co.uk/are-you-asking-the-right-questions-in-your-construction-survey/ (2016-02-12)
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  • Putting in place a winning specification strategy | Competitive Advantage
    your product with them Don t forget Contractors they recommend products will make selections for some contract types and also have the power to veto a product choice What are your decision makers attitudes You need to know why your products are selected and by who It is also important to know what they think of your company and your competitors so that you can develop appropriate communications Create awareness It is important that all of the decision makers are aware of your product and recognise its importance to the success of the overall design and operation of the project Increasingly Clients are recognising that the cheapest solution at the time of construction may have long term operational cost implications Develop arguments using case studies and technical papers to support the use of your products Engage with decision makers Initially this will be arms length using traditional forms of communication such as advertising and PR but social media has an increasing role to play in building positive perceptions about your company brands and products There will also be opportunities for face to face engagement with your sales team who need to become Trusted Advisors to the decision makers Sales Tools These support your product and make meetings more memorable They include the Technical CPD seminar standard specifications case studies technical literature and samples Putting in place a sales process Finally you need a sales process which ensures your team is focused in the right areas can share ideas benchmark against each other have clear targets and their performance is measured I have included links to some previous articles on some of the topics mentioned but if you would like assistance in developing your strategy Competitive Advantage can help in a variety of ways from workshops to help define actions to

    Original URL path: http://www.cadvantage.co.uk/putting-in-place-a-winning-specification-strategy/ (2016-02-12)
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