web-archive-uk.com


Web directory, archive
Search web-archive-uk.com:


Find domain in archive system:
web-archive-uk.com » UK » C » CADVANTAGE.CO.UK

Total: 836

Choose link from "Titles, links and description words view":

Or switch to "Titles and links view".
  • Sustainability update: February | Competitive Advantage
    comment Tweet The energy bill revolution had its cold homes week at the beginning of February They are calling on the government to use the money it gets from carbon taxes to help make homes super energy efficient One year on from the launch of the Green Deal there are still calls for the Government to step in to bolster the scheme Paul King from the UK Green Building Council claimsthat the Green Deal should have the same priority as HS2 Communicating with the industry Construction industry knowledge hub Effective specification strategies Sustainability 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the construction industry Post navigation Previous Next Leave a Reply Cancel Reply Your email address will not be published Required fields are marked Name Email Website You may use these HTML tags and attributes a href title abbr title acronym title b blockquote cite cite code del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 Slideshare Infographic Event Twitter Chat Construction Sales Marketing eNews Get

    Original URL path: http://www.cadvantage.co.uk/green-deal-update-february/ (2016-02-12)
    Open archived version from archive


  • Communicating with the industry | Competitive Advantage | Page 3
    to the efforts of the first chief construction advisor Paul Morrell it is finally happening and Communicating with the industry Construction industry knowledge hub Effective specification strategies Understanding your customer Specification Strategy 5 steps to building strong relationships with specifiers Posted on January 14 2014 updated on November 26 2014 by Helen Leave a comment To be effective the process of relationship building really needs to start before a project has even been conceived But how do you achieve that Here are 5 simple steps to follow Step One Analyse your target markets Identify your top clients contractors and architects or engineers operating in each sector and how they work Communicating with the industry Construction industry knowledge hub Effective specification strategies Managing your Specification Strategy what do architects want Posted on January 2 2014 updated on November 26 2014 by Helen Leave a comment For the construction product manufacturer marketing to architects is a key business strategy creating awareness of products so that they ll be included in designs thereby creating demand pull through the supply chain and eventually sales The architect is one of the most important members of the design team distilling the requirements and advice of other Communicating with the industry Construction industry knowledge hub Effective specification strategies The Changing Dynamics of Product Specification growing future prospects Posted on December 10 2013 updated on January 18 2016 by Helen Leave a comment At a recent summit Chief Executives of some of our leading construction contractors were asked to comment on prospects for the future These are some of the phrases they used Building information modelling collaborative behaviours drive around efficiency working smarter more for less cost in use energy in buildings more sustainable construction Although this was Communicating with the industry Construction industry knowledge hub Effective specification strategies How much should you invest in your Construction Sales Marketing Posted on November 19 2013 updated on April 15 2014 by Helen 1 Comment How do you decide your marketing spend and then justify it to the Finance Director Even when starting with a bottom up process it is useful to have a comparison with other similar companies Competitive Advantage Consultancy has completed a survey of marketing activity and spend in the construction sector for Manufacturers Contractors Professional Services and Communicating with the industry Construction industry knowledge hub Marketing in construction Selling to specifiers creating an effective strategy Posted on November 9 2013 updated on April 9 2014 by Helen Leave a comment Selling to specifiers It is about creating awareness of the benefits your products can bring to a construction project Specification selling is a whole company activity requiring technical input and involving the whole supply chain not just the sales team The approach draws on the principas of Key Account Management KAM and is a crucial Communicating with the industry Construction industry knowledge hub Effective specification strategies Understanding the construction industry Understanding your customer New Research Construction Marketing Activity Spend 2013 Posted on November 9 2013 updated

    Original URL path: http://www.cadvantage.co.uk/category/knowledge-hub/communicating-with-the-industry/page/3/ (2016-02-12)
    Open archived version from archive

  • Specification Sales what is it and why should you be doing it? | Competitive Advantage
    because the team responsible for designing selecting purchasing and installing products is formed for a single project and then disbanded To further complicate matters the nature of the relationship between the members of the project team will depend on the type of contract used Traditional Design Build Management PFI or Prime Contracting To effectively sell it is necessary to understand the type of contract being used and then identify the organisations in the project team These will comprise Client Consultant Architect Engineer Quantity Surveyor Main Contractor Sub contractor There may be other members of the team such as a Building Surveyor Acoustic Engineer Interior Designer or Landscape Architect There may also be multiple organisations for example one Architect s practice may be responsible for taking the project to outline planning approval another will be responsible for detailed design The decision making process goes through five key stages First of these is when the client defines the brief for his building This will be based on his functional needs and will probably include some aesthetic and performance requirements Although not directly selecting products this stage can have a significant influence on the products used Those clients with a large portfolio of buildings may also define specific products The second stage will involve specialist consultants responsible for areas such as fire acoustics security and sustainability They will define the performance requirements for their area of interest but at this stage will not nominate products Next is the architect who will be responsible for taking the client s brief and combining it with the advice of the consultants to develop the building s design At this time he may take advice from consultant and contractor on detailed aspects of design and possibly product selection Working with the architect will be engineers responsible for structural mechanical and electrical design The fourth stage involves the main contractor who may be responsible for product selection He will also indirectly influence the product selection process by appointing the specialist sub contractors The final stage is the appointment of the sub contractor Depending on the nature of the architect s specification he may be responsible for making the final decision concerning product selection He will be influenced by technical support familiarity speed of installation availability and price trying to achieve cost savings within the scope of the specification Why Specification Sell Effective specification selling is an important skill for the construction professional the benefits are Reducing the focus and thus importance on price By adding value through stronger business relationships you will encourage customer loyalty and reduce the focus on price Demand creation by creating awareness of products and systems with specifiers Forecast demand and identify trends By having close relationships with key customers and decision makers Streamlined business processes Working together means unnecessary processes can be striped back saving time and money Stronger business relationships enabling repeat orders By encouraging customer loyalty you will gain repeat business Lessons that can be applied across your customer base Learning

    Original URL path: http://www.cadvantage.co.uk/specification-sales-what-is-it-and-why-should-you-be-doing-it/ (2016-02-12)
    Open archived version from archive


  • Construction product specification, your questions answered | Competitive Advantage
    strategies Construction product specification your Knowledge hub home Construction product specification your questions answered Posted on April 28 2015 updated on April 28 2015 by Helen Leave a comment Tweet 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 Further reading Barbour Blog Creating an effective specification selling 7 Reasons your construction product is not being specified Putting in place a winning specification strategy amp amp amp lt a href storify com CompetitiveA effective specification target blank amp amp amp gt View the story Do you have any questions about specification on Storify amp amp amp lt a amp amp amp gt Effective specification strategies BIM BIM4M2 Building Information Modelling Building Product Manufacturers Chris Ashworth CONSTRUCTION RESEARCH SPECIFICATION SALES SPECIFICATION SELLING SPECIFIERS SU BUTCHER Sustainable Construction WHAT DO SPECIFIERS WANT 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 once a month REGISTER NOW Construction reports eBooks webinars and course bookings BROWSE Tell

    Original URL path: http://www.cadvantage.co.uk/construction-product-specification-your-questions-answered/ (2016-02-12)
    Open archived version from archive

  • Understanding the UK construction sector
    this blog I provide some useful sources of visual information to help those new to construction get to grips with this complex industry Construction as we know it today has a heritage from the industrial revolution in the 1700s Being aware of the history is a good way to understand why the sector is set up the way it is A starting point is our own Infographic A Timeline of the UK Construction Industry The UK government has created an infographic that demonstrates why construction is so important to the UK economy This is a useful reminder of the worth and contribution construction makes Leading on from this the born to build webstie has a handy interactive tool that helps demonstrate the breadth of jobs the sector provides And hot off the press The Construction Products Association has released a video highlighting the importance of the construction industry and some of the key issues facing our sector Another helpful video with a more global perspective is one summarizing the results of the RICs Futures report this video identifies the drivers and trends in construction Conclusion While the construction industry is complex there is a lot of support available to help you understand it Many industry bodies and trade press are championing the construction industry with educational pieces of information frequently being published Knowing the history of the industry provides a good foundation for understanding the construction supply chain and the Decision Making Unit What sources of visual information do you find useful for understanding the construction sector Further reading 5 Simple actions to better understand construction markets View our article Understanding why the construction sector is the way it is Further information Our useful links page contains a wealth of information on the construction sector Join us for our Construction

    Original URL path: http://www.cadvantage.co.uk/understanding-the-construction-sector-a-visual-guide/ (2016-02-12)
    Open archived version from archive

  • Infographic: Timeline of the UK Construction Industry | Competitive Advantage
    Competitive Advantage Construction industry knowledge hub Understanding the construction industry Infographic Timeline of the UK Construction Knowledge hub home Infographic Timeline of the UK Construction Industry Posted on April 15 2013 updated on April 16 2015 by Helen Leave a comment Tweet Construction industry knowledge hub Understanding the construction industry Architects Building Information Modelling CONSTRUCTION ACTIVITY Construction Industry contractor History of Construction Industry HOUSING MARKET 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 once a month REGISTER NOW Construction reports eBooks webinars and course bookings BROWSE Tell us how we can help We are

    Original URL path: http://www.cadvantage.co.uk/infographic-timeline-of-the-uk-construction-industry/ (2016-02-12)
    Open archived version from archive

  • When specification selling it is best to focus on benefits, not price.
    a simple way to end the conversation but might not be the real reason So press further to find out I provided marketing support to a client who acquired their principal competitor For years their competitor had beaten them on price and they had accepted low margins in the belief that the competitor had a lower manufacturing cost After the acquisition they found that both had similar cost bases Both had believed the competitor s costs were lower and had driven down the market price eventually resulting in one company going out of business Far better is to sell on benefits demonstrating why your product delivers value and is worth paying a premium for And if you are going to do that a good place to start is with the architect or engineer As part of your specification strategy define the value your product represents When I run training courses I m always surprised by how few benefits the sales team can list Market research with designers installers and facilities managers can identify benefits which were not fully appreciated or understood Often these are small things but it all adds up Benefits fall into three categories Functional benefits such as corrosion resistance long life colour range recycled content Some functional benefits are service based created to allow differentiation such as design advice standard specifications BIM content or bespoke designs Then there are emotional benefits perceptions from your marketing activity brand reputation confidence in quality sustainable Finally there are cost benefits not just price but ease of purchase time to install and confidence that the supplier will keep their promises Having established all the benefits your product offers you need to consider who they matter to Low operating costs matter to the client but mean nothing to the installer Similarly good availability short lead times and ease of installation all matter to the installer It s important to sell in the value features early in the design process The Quantity Surveyor will often be the starting point for a project defining a budget Between 70 and 80 of a project s costs are decided at concept stage and if your product has not been included at this point it will be much harder to justify a price premium later even if you can demonstrate superior value Then when the Purchasing Manager says that your product is too expensive respond with some questions based on your knowledge of why your product was specified and your competitor s shortcomings Questions such as does it meet the specification is it available in the same timescales Understand all of the features your product offers and promote the relevant benefits to each member of the project team Get involved at an early stage of the design process creating awareness and demonstrating how your product represents value Then monitor throughout the stages of design and when it finally gets to the construction stage know what is important to the project and use questioning to understand how much

    Original URL path: http://www.cadvantage.co.uk/benefits-are-what-matters/ (2016-02-12)
    Open archived version from archive

  • 7 reasons your construction product is not being specified | Competitive Advantage
    a construction project 3 Your sales team is not positioning themselves as Trusted Advisors Your sales team should avoid just delivering a sales pitch instead they should be looking to position themselves as Trusted Advisors to the decision makers To be successful at Specification Sales it is important to be someone the Specifier trusts to provide sound and reliable advice Your sales team needs to seek to become the Specifier s design partner helping solve problems and create quality buildings So if you are relying on a sales pitch then a change of approach to that of the Trusted Advisor will mean the Specifier will be approaching you for advise and guidance 4 You are not speaking the Specifiers language An integral part of becoming a Trusted Adviser is to demonstrate to your customers that you speak their language That is you have the technical know how to understand their challenges and can solve their problems To achieve this you need to do background research into a customer s business read their specialist press not just those related to construction but the broader issues This way you can understand what their problems and concerns are and then think how you can solve them 5 Your products credentials are not clear Your products credentials can provide an important point of differentiation Sustainability for example is an opportunity for manufacturers to provide higher performance products and justify premium prices Already widely used the BREEAM and Ska rating systems can be expected to become standard tools for building design If you build these sustainability clauses into your specifications then it will make them more resilient to subsequent substitution as a result of the Equivalent or Equal clause Also consider product availability manufacturer location delivery to site ease of installation maintenance All of these aspects should be clearly demonstrated so to differentiate yourself demonstrate value and allow you to effectively specification sell 6 You are not providing BIM objects If your organisation has not yet decided to offer BIM content be aware that in a very short time your business may be disadvantaged From the manufacturer s perspective it should be a matter of when to adopt not if Our BIM research shows that designers will give preference when selecting products to those available as BIM objects No change there It has always been the case that manufacturers who give good technical support will be more successful at creating specifications To discover more about BIM then take a look at the BIM4M2 website and read the latest research conducted by Competitive Advantage on behalf of the BIM4M2 group Or read our blog Information resources for the manufacturer starting their BIM Journey 7 You do not know and understand the reasons for the specification of your product You may think you know your customers and their reasons for specification but have you asked them How many times do you debate customer behaviour simply to end up in a circular discussion because you don t have

    Original URL path: http://www.cadvantage.co.uk/7-reasons-your-construction-product-is-not-being-specified/ (2016-02-12)
    Open archived version from archive



  •  


web-archive-uk.com, 2017-12-16