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  • Effective CPD: An essential part of becoming a Trusted Advisor | Competitive Advantage
    manufacturers and suppliers Today the concept of CPD is well established with most organisations encouraging their staff to undertake continuing development Architects are required to complete 35 hours of CPD Continuing Professional Development each year other professionals have to meet similar requirements CPD provides an opportunity to establish new and strengthen old relationships This is an ideal opportunity to get in front of a group of architects or engineers and sell not your company or products but the person delivering the seminar Although content is important and has to be relevant what really matters is that the presenter demonstrates their technical competence and depth of knowledge and important first step towards earning the position of Trusted Advisor Presenting a CPD seminar is an opportunity to demonstrate technical competence and if handled correctly should mark the start of a long and profitable relationship CPD provides an opportunity to be useful and informative Providing information that people will want to keep or share is a key benefit of CPD This can be backed up by generating a profile on social networks Continuing your communication online provides greater longevity of your presentation in the mind of the specifier and strengthens relations keeping the flow of communication going Twitter for example is an easy way for architects who need advice about your products to contact you It is essential though that you listen be useful and can be found Engaging in conversations rather than broadcasting a promotional message CPD provides an opportunity to differentiate yourself Look at the subjects that your competitors and manufacturers of complementary products are offering and select a topic which is not already covered Think about what the practice will gain from attending the seminar an understanding of a new regulation the ability to design better solutions a unique understanding of a difficult concept It s the old Features and Benefits concept You must present sufficient relevant benefits to outweigh any concerns Conclusion CPD seminars are a good approach to opening doors but to be effective the seminar should have good impartial technical content be approved by one of the certification bodies and be well presented Done properly a CPD seminar can establish the sales person as a Trusted Advisor and raise the importance of your products in the mind of the specifier Technical advice is the key reason for a specifier to have a relationship with a manufacturer CPD seminars are a proactive way to introduce your company and demonstrate the technical competence of your team The principal certification services are RIBA Enterprises The Construction CPD Certification Service Further Information New e Book Creating Awareness and Relationships with CPD Online training Planning effective CPD Thursday 29th May 2014 Cost 45 00 Further Reading The Seven Tools of Specification Selling Effective Specification Selling Understanding how relationships are key 5 Steps to Building Strong Relationships with Specifiers Communicating with Specifiers If you would like to know more about how to deliver effective CPD then please feel free to contact us to

    Original URL path: http://www.cadvantage.co.uk/effective-cpd-an-essential-part-of-becoming-a-trusted-advisor/ (2016-02-12)
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  • CPD | Competitive Advantage
    customer types Clients Architects Engineers Contractors Distributors and Merchants are looking for relationships with suppliers who understand their business and can add value Although obvious this view has been qualified in the USA through research conducted by the Society for Marketing Professional Services and published in their book A E C Business Development Communicating with the industry Construction industry knowledge hub Marketing in construction 5 reasons your CPD is not working Posted on July 9 2014 updated on July 9 2014 by Chris Ashworth Leave a comment Unfortunately CPD is not always done well and in my recent article for CIMCIG Making the Most of CPD I offered some suggestions for improvement In this blog I summarise this article with a look at what you should avoid when providing CPD The content is too techy I ve seen far too many seminars that Communicating with the industry Construction industry knowledge hub 12 steps to delivering effective CPD Posted on May 27 2014 updated on May 27 2014 by Chris Ashworth Leave a comment CPD seminars are an effective tool for starting a new relationship or enhancing an existing one with a practice Architects are required to complete 35 hours of CPD Continuing Professional Development each year other professionals have to meet similar requirements CPD seminars are a proactive way to introduce your company and demonstrate technical competence This Communicating with the industry Construction industry knowledge hub Effective specification strategies Effective CPD An essential part of becoming a Trusted Advisor Posted on February 26 2014 updated on April 23 2014 by Helen Leave a comment CPD Continuing Professional Development is probably one of the most effective means of starting relationships or enhancing an existing one When well delivered it gives credibility to the presenter the company and its products CPD has

    Original URL path: http://www.cadvantage.co.uk/tag/cpd/ (2016-02-12)
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  • Trusted Advisor | Competitive Advantage
    studies knowledge hub Knowledge hub Useful links Events Competitive Advantage Trusted Advisor Knowledge hub home Trusted Advisor Becoming a Trusted Advisor adding value via the technical CPD seminar Posted on November 5 2014 updated on January 18 2016 by Helen Leave a comment Today all customer types Clients Architects Engineers Contractors Distributors and Merchants are looking for relationships with suppliers who understand their business and can add value Although obvious this view has been qualified in the USA through research conducted by the Society for Marketing Professional Services and published in their book A E C Business Development Communicating with the industry Construction industry knowledge hub Marketing in construction 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 Construction Sales Marketing news straight to your inbox once a month REGISTER NOW Construction reports eBooks webinars and course bookings BROWSE Tell us how we can help We are happy to talk through your construction sales and

    Original URL path: http://www.cadvantage.co.uk/tag/trusted-advisor/ (2016-02-12)
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  • CPD: An essential part of your marketing portfolio | Competitive Advantage
    need to establish a relationship and your position as a trusted advisor If you become part of their team helping to solve problems then you can move on to winning some business This is where continuing professional development CPD seminars come in Professional bodies have been imposing on members the requirement to undertake CPD courses for almost 20 years now That means that if your company can offer a CPD seminar on a subject of interest you have a way of opening doors It needs to be presented in a professional and competent manner but done well it will position the presenter as an expert and trusted advisor starting a potentially long and rewarding relationship This tool is widely used by manufacturers but is just as effective among contractors wishing to present themselves as experts in their field There is a general requirement for each seminar to be CPD certified which means that a body like the RIBA has to have vetted it to make sure that it isn t an overt sales pitch Specifiers prefer approved CPD seminars anyway because the assessment and approval process is a quality kite mark and reassures them they will not be wasting their time While certification is certainly desirable it is not mandatory however The most effective CPD seminars include up to date and relevant technical information and do not sell the company s products or services Some organisations are put off because they cannot sell directly via the CPD seminar but this is a very short term and short sighted view The purpose of the seminar is to introduce the presenter as a trusted adviser to demonstrate their knowledge of the subject and to allow them to develop a relationship Do that well and you will find that orders will follow In

    Original URL path: http://www.cadvantage.co.uk/cpd-an-essential-part-of-your-marketing-portfolio/ (2016-02-12)
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  • New eBook: Creating Awareness and Relationships with CPD | Competitive Advantage
    Tweet CPD seminars are an effective tool for starting a new relationship or enhancing an existing one with specifiers They are a proactive way to introduce your company and demonstrate technical competence CPD has the benefit of meeting many specifiers at one time and can often end with a discussion about a specific project But to be effective the seminar should have good impartial technical content be approved by one of the certification bodies and be well presented CPD reinforces the perception of your company as a professional organisation with technical expertise that is committed to your customers Delivering quality CPD positions you as a Trusted Advisor and opens doors for discussions about product specification This eBook contains 26 pages of information on how to effectively deliver CPD and raise awareness of your product This eBook provides insight into What specifiers want from CPD The benefits of delivering CPD How to choose your CPD content How to develop your CPD offering CPD certification How to promote your seminar and gain CPD bookings How to utilise CPD to position yourself as a Trusted Advisor This eBook costs just 20 VAT Purchase online now Communicating with the industry Construction industry knowledge hub Effective specification strategies Understanding the construction industry 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

    Original URL path: http://www.cadvantage.co.uk/new-ebook-creating-awareness-and-relationships-with-cpd/ (2016-02-12)
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  • Planning Effective CPD | Competitive Advantage
    9 2014 updated on April 9 2014 by Helen Leave a comment Tweet Online training Planning CPD Thursday 29th May 2014 Cost 45 00 CPD seminars are an effective tool for starting a new relationship or enhancing an existing one with a practice CPD seminars are a proactive way to introduce your company and demonstrate technical competence CPD has the benefit of meeting many specifiers at one time and can often end with a discussion about a specific project But to be effective the seminar should have good impartial technical content be approved by one of the certification bodies and be well presented This webinar provides insight into What specifiers want from CPD The benefits of delivering CPD How to choose your CPD content How to develop your CPD offering CPD certification How to promote your seminar and gain CPD bookings How to utilise CPD to position yourself as a Trusted Advisor Attendees of this webinar will receive a complimentary copy of our eBook Creating Awareness and Relationships with CPD Register Now Communicating with the industry Construction industry knowledge hub Effective specification strategies 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 Construction Sales Marketing news straight to your inbox

    Original URL path: http://www.cadvantage.co.uk/planning-effective-cpd/ (2016-02-12)
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  • Making the most of CPD | Competitive Advantage
    the seminar is about a complex document such as the Building Regulations and you must refer to long tracts of text consider hand outs to support some bullet points on a slide Then next important point is delivery It needs to be well presented Start with the script and review it several times to make sure it flows well and makes all the points in an effective manner Then rehearse your presenters so that they can deliver the script without reading it It is no more acceptable to stand in front of the audience reading the script than it is to forget to mention important points Many experienced sales people don t like working to scripts they also have the tendency to improvise That is just not acceptable If you have worked out a well structured message then you need to ensure it is delivered in a consistent manner every time Investing in presentation skills training will repay itself many times over Remember if the presenter is standing with his back to the audience reading the slides something which is quite common it is your company that will be viewed negatively Having written a compelling CPD seminar got is certified and your presenters trained you then need to select the right target organisations for delivery Have a list of targets drawn from the top specifying organisations working in your sectors These are the organisations where you will maximise your return from delivering the seminar Remember it is just not architects who need CPD and can influence the selection of your products Include specialist engineers and quantity surveyors Make sure that everyone knows about your seminar Issue a press release have details clearly displayed on your website and directly approach your target organisations Call them up and speak to the CPD coordinator Have material you can send through which introduces your seminar presents the benefits for the audience of attending and has a call to action The seminar might not be a sales document but you still have to sell it into a practice Once a seminar is booked there should be a check list of preparatory actions This will include sending through a pack of information for the CPD coordinator to circulate in the practice a preliminary phone call to confirm arrangements for delivery and if there are any specific issues they want covered in addition to the seminar Research the practice What projects are they currently working on Have they used your products before and if so on what projects Make sure your presenter knows as much as possible about the practice before the seminar Finally remember that delivering the seminar is not the end of the process but the start You need to define a series of follow up actions to ensure that you get the maximum return from the visit Don t rely on the sales person to think of these Set out a list of actions which will build relationships and create opportunities in that practice

    Original URL path: http://www.cadvantage.co.uk/making-the-most-of-cpd/ (2016-02-12)
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  • The Advantages of Benchmarking your Brand with Key Specifiers – an interview with Jenny Smith-Andrews from H+H | Competitive Advantage
    the Net Promoter Score benefit their decision making Q How important is the architect s opinion of your brand to H H and why Although there are a number of professionals in the building process who can influence specification decisions an architect who understands the benefits of using H H product is a hugely valuable ally in any project Their opinion of our product and our brand will be critical to winning and keeping the specification Q The NPS research also gives an indication of how architects specify nominated performance generic Is this useful information for you Architects are extremely important customers so the more we understand about how they specify the better This area of the research allows us to track trends in specification and understand better the importance of brands in the architect s decision making Q With our research we also allow you to benchmark against competitors How important is this feature This is very useful information We collect data and market intelligence from a number of different sources to get an understanding of where we sit in the market and this is one good resource Q How will the findings of the Net Promoter Score research influence your marketing strategy The main advantage of the Net Promoter Score is that it allows us to track changes in the attitudes of the key specifiers We need to be able to compare year on year in order to investigate the success of our marketing activity Net Promoter is one of the sources of this information Conclusion H H have a strong commitment to their customer base and as such conduct regular surveys to gauge and benchmark customer satisfaction The Net Promoter Score provides them with a valuable dimension to this regular research The nature of a Net Promoter Score is that it provides an impartial benchmark providing an understanding of specification trends and how your product relates to your competitors Participating in regular NPS surveys is a valuable complement as it can verify your findings from your market data intelligence gathering and regular customer surveys If you would like to find out more about the Net Promoter Score conducted by Competitive Advantage then call us on 01276 503539 Or if you have any other customer research you would like to conduct then we would be happy to discuss this with you at no obligation Further Reading Measuring your brand strength Communicating with Construction Industry Decision Makers making the right media choices Sample Size Calculators a review Construction industry knowledge hub Understanding your customer Building Product Manufacturers CONSTRUCTION MARKET SURVEY CONSTRUCTION RESEARCH Net Promoter Score NPS PRODUCT MANUFACTURERS RESEARCH REPORTS SPECIFICATION SELLING WHAT DO SPECIFIERS WANT Post navigation Previous Next One thought on The Advantages of Benchmarking your Brand with Key Specifiers an interview with Jenny Smith Andrews from H H Carl Friesen says February 20 2014 at 10 00 pm I think that architects to specify a certain brand if they are given the ammunition they need to

    Original URL path: http://www.cadvantage.co.uk/the-advantages-of-benchmarking-your-brand-with-key-specifiers-an-interview-with-jenny-smith-andrews-from-hh/ (2016-02-12)
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web-archive-uk.com, 2017-12-16