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  • 6 highs and lows of communicating with construction specifiers | Competitive Advantage
    the least active when it comes to using social networks for work The highs There has been an increase in online readership for construction journals Readership of trade journals whether that be online or hardcopy across all sectors is still strong with Architects being the most well read If you are communicating with Architects and Interior Designers then product directories should be part of your communications mix There is a marked increase in the use of social networks for work with many companies relaxing their restrictions on the use of networks such as Twitter Quantity Surveyors have seen the greatest growth in the usage of Twitter at work Interior Designers like Video and eNews this can also be said of Architects so providing a visual medium is of importance and the use of video and podcast could be set to grow over the coming year If you are communicating with Interior Designers then consider an eNewsletter as 100 of respondents read this medium Ian Exall of the Chartered Institute of Marketing s Construction Industry Group CIMCIG says CMI continues to be a powerful tool for those planning multi media campaigns Now in its second year of publication the report provides an impartial view as no publishers have been involved Purchase the report from our website CMI was sponsored by 5 of the industry s leading communications agencies www thecharlottestreetagency com www cibcommunications co uk www cfa group com www pauleycreative co uk www ridgemountpr co uk Further reading Making the Right Media Choices Construction media index 2012 Useful links Specification Selling In house programmes to develop a specification sales approach Selling to specifiers This Blog was written by Chris Ashworth founder of Competitive Advantage Consultancy which specialises in market research and training for the construction industry He is also a

    Original URL path: http://www.cadvantage.co.uk/6-highs-and-lows-of-communicating-with-construction-specifiers/ (2016-02-12)
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  • SOCIAL MEDIA | Competitive Advantage | Page 2
    sized business Communicating with the industry Construction industry knowledge hub Marketing in construction Understanding your customer The Growth of Social Media in Construction Posted on August 6 2013 updated on January 18 2016 by Chris Ashworth Leave a comment For three years Competitive Advantage have been measuring the communication channels used by Architects Engineers and Contractors in the Construction Media Index During that time we have seen the use of social media grow and now become an established part of the information network Online communications seems to have come of age And in my recent Communicating with the industry Construction industry knowledge hub Marketing in construction Understanding your customer Communicating with Construction Industry Decision makers PR in a digital age Posted on July 16 2013 updated on January 4 2016 by Helen Leave a comment Our recent research Construction Media Index identifies communication channels used by the key decision makers in UK construction industry It looks at the readership of hardcopy and online trade journals industry blogs and websites and the use of product directories as well as attendance of technical seminars It also provides an insight into Twitter and Communicating with the industry Construction industry knowledge hub Marketing in construction Communicating with Construction Industry Decision Makers An Integrated Strategy Posted on June 11 2013 updated on January 18 2016 by Helen Leave a comment Our recent research Construction Media Index identifies communication channels used by the key decision makers in the UK construction industry It looks at the readership of hardcopy and online trade journals industry blogs and websites and the use of product directories as well as attendance of technical seminars It also provides an insight into Twitter Communicating with the industry Construction industry knowledge hub Understanding the construction industry Understanding your customer Communicating with Construction Industry Decision Makers making the right media choices Posted on May 21 2013 updated on January 18 2016 by Chris Ashworth Leave a comment The construction market is complex with many influences and drivers As a result it is often hard to know where to start when selecting communication channels Last week I presented at the CIMCIG seminar Communicating with Construction Industry Decision Makers In this blog I give an overview of the event with a summary of the Communicating with the industry Construction industry knowledge hub Marketing in construction Understanding your customer Communicating with Specialist Contractors an Interview with Stefan Hay Posted on August 14 2012 updated on January 4 2016 by cadvantage Leave a comment When specification selling there is the tendency to focus on just the Architect or Engineer forgetting about the Contractor The Contractor or Specialist Contractor are often overlooked and can present a missed opportunity in influencing the specification of your product When specification selling on a D B or PFI project don t just focus on the Architect Communicating with the industry Construction industry knowledge hub Marketing in construction Understanding the construction industry Understanding your customer Communicating with Architects an interview with Su Butcher Posted on

    Original URL path: http://www.cadvantage.co.uk/tag/social-media/page/2/ (2016-02-12)
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  • Constuction Press | Competitive Advantage
    knowledge hub Knowledge hub Useful links Events Competitive Advantage Constuction Press Knowledge hub home Constuction Press What should you consider when trying to get your stories into the construction press Posted on June 10 2014 updated on January 18 2016 by Chris Ashworth Leave a comment At the recent CIMCIG hosted seminar Death of Journalism we heard from journalists how the internet delivering massive amounts of information for us to access much of which we expect to get for free has impacted on the way publications operate and are funded Listening to the different speakers each publisher has developed different ways of meeting Communicating with the industry 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

    Original URL path: http://www.cadvantage.co.uk/tag/constuction-press/ (2016-02-12)
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  • Key Account Management | Competitive Advantage
    knowledge hub Knowledge hub Useful links Events Competitive Advantage Key Account Management Knowledge hub home Key Account Management Managing your Specification Strategy What is Key Account Management Posted on March 11 2014 updated on April 8 2015 by Helen Leave a comment Key Account Management KAM is a professional sales approach which involves the supplier and client s business working together to gain understanding of each others business and achieve common goals Identifying your key clients allows you to then work with their Architects Engineers and Contractors taking a more holistic approach to your specification strategy This is Communicating with the industry Construction industry knowledge hub Effective specification strategies 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/key-account-management/ (2016-02-12)
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  • Know your Customers | Competitive Advantage
    that the days of the non technical salesman or business development manager offering standard solutions are numbered Organisations want to deal with technical people who understand their issues and can propose solutions They want deep relationships where their suppliers can help to solve their problems and demonstrate expertise and understanding of their customer s business This is not rocket science and leading clients have been quoted in the UK construction press for a number of years For example Nigel Crisp who was head of the NHS from 2000 to 2006 said Construction companies need to approach clients They need to come up with their own ideas new innovations to support the NHS By suggesting designs that require fewer staff So here are three approaches to adopt in 2014 Show customers you understand and can solve their problems Do background research into a customer s business read their specialist press not just those related to construction but the broader issues Understand what their problems and concerns are then think how you can solve them Most important when demonstrating a track record use relevant case studies and project stories Don t talk about a residential development if they want a school A technical sell is very important Ideally customers want to meet the people who will be responsible for their project not a salesman who will secure the project and then move on to the next one Nor do they want to meet a senior manager who will then not be involved in the detail of delivery The old adage People Buy from People is as true today as it has ever been But while the people you put in front of a customer need to be able to deliver a technical sell they also need to understand the sales process to have questioning skills so they can really understand the issues to present relevant benefits to identify customer concerns and address them and to know when and how to close You need to be different from your competitors There are many ways to do this Understanding your customer s business and using a technical sell are two examples but consider other ways to stand out Manufacturers often use CPD seminars to do this Contractors can also run seminars about their areas of expertise write white papers or publish blogs In the world of social media it is the companies that give out useful information and advice that do best While it is good to use social media in this way you can also do it more traditional ways such as face to face meetings So make sure you stand out by understanding really your customers issues building relationships and putting the right people in front of customers Chris Ashworth is founder of Competitive Advantage Consultancy which specialises in strategy market research and sales training for the construction industry He serves on the Promotional Working Group of the government s Green Construction Board and is also a member of the organising committee

    Original URL path: http://www.cadvantage.co.uk/know-your-customers/ (2016-02-12)
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  • How much should you invest in your Construction Sales & Marketing? | Competitive Advantage
    and how these have changed since 2011 Be aware of how spend on traditional marketing may change in 2014 and where budgets will be focused for digital channels Know of the levels of enquiries received against channels used Understand how others evaluate and measure ROI Evaluate attitudes towards marketing expediture over 2011 2012 2013 with a view to 2014 The survey conducted through July to September 2013 published October 2013 covers marketing spend as a proportion of turnover how the budget is split usage of digital marketing and trends between 2011 2012 2013 and 2014 This reports contains 83 charts tables The report costs just 50 00 VAT Purchase online now Communicating with the industry Construction industry knowledge hub Marketing in construction Building Product Manufacturers Communicating Online COMMUNICATION CHANNELS CONSTRUCTION MARKET SURVEY CONSTRUCTION MARKETING CONSTRUCTION RESEARCH forecasting MARKETING IN CONSTRUCTION MARKETING MIX marketing strategy Post navigation Previous Next One thought on How much should you invest in your Construction Sales Marketing Carl Friesen says December 26 2013 at 10 31 pm One trend that s having an impact is the shift from paid marketing mostly adverts and sponsorships to social media and content marketing which are seen as earned and owned media It s no longer enough to just decide on an amount to buy in advertising and sponsorships and then make that happen Social media and content marketing can be time consuming While much of the work can be delegated to junior staff it s becoming more important for senior people to be seen as engaged and ready to communicate with their constituents Many firms use ghost writers is the A E world ready to embrace ghost tweeting Do you think that this change in the marketing picture will require more time from senior people or will it just

    Original URL path: http://www.cadvantage.co.uk/how-much-should-you-invest-in-your-construction-sales-marketing/ (2016-02-12)
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  • Selling to specifiers – creating an effective strategy | Competitive Advantage
    a comment Tweet 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 construction sales activity for any business that wants to reduce dependence on price and create demand for its products Implementing a specification sales strategy from Competitive Advantage Communicating with the industry Construction industry knowledge hub Effective specification strategies Understanding the construction industry 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

    Original URL path: http://www.cadvantage.co.uk/selling-to-specifiers-creating-an-effective-strategy/ (2016-02-12)
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  • New Research: Construction Marketing Activity & Spend 2013 | Competitive Advantage
    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 Suppliers Wholesaler Distributor Merchant The Marketing Activity Spend research is designed to help you Evaluate marketing spend in relation to turnover by construction sector Understand proportion of spend per marketing activity per construction sector and how these have changed since 2011 Be aware of how spend on traditional marketing may change in 2014 and where budgets will be focused for digital channels Know of the levels of enquiries received against channels used Understand how others evaluate and measure ROI Evaluate attitudes towards marketing expediture over 2011 2012 2013 with a view to 2014 The survey conducted through July to September 2013 published October 2013 covers marketing spend as a proportion of turnover how the budget is split usage of digital marketing and trends between 2011 2012 2013 and 2014 This reports contains 83 charts tables The report costs just 50 00 VAT Purchase online now Communicating with the industry Construction industry knowledge hub Marketing in construction 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

    Original URL path: http://www.cadvantage.co.uk/new-research-construction-marketing-activity-spend-2013/ (2016-02-12)
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web-archive-uk.com, 2017-12-17