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  • Civil Engineers | Competitive Advantage
    Case studies knowledge hub Knowledge hub Useful links Events Competitive Advantage Civil Engineers Knowledge hub home Civil Engineers Understanding the different players in the industry Civil Engineers Posted on July 2 2013 updated on January 18 2016 by Helen 3 Comments The construction industry is made up of a series of relationships with architects designers engineers contractors sub contractors all working together to meet the needs of the client This blog is the second in the series looking at the different players in the industry The aim of this series is to provide a clearer view of Construction industry knowledge hub Understanding the construction industry Understanding your customer 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 marketing

    Original URL path: http://www.cadvantage.co.uk/tag/civil-engineers/ (2016-02-12)
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  • Understanding the different players in the industry – Civil Engineers | Competitive Advantage
    communications supply and land division Civil engineers spend much of their time visiting project sites developing community consensus and preparing construction plans They work on residential commercial industrial and public works projects of all sizes and levels of construction The Institute of Civil Engineers currently has more than 80 000 members worldwide Communicating with Civil Engineers Civil Engineers often spend time on site bearing this in mind it s important to deliver information in a format that suits Like architects what engineers want is good quality technical advice It is also important to remember that specifiers in general are short on time and will not respond well to spin What specifiers want is technical information and advice they will be happy to deal with a manufacturer or supplier who can provide good quality comprehensive information on demand Our research Construction Media Index 2013 indicates that readership of trade journals by Civil Engineers remains strong eNews readership is on the increase and social networks are being accepted as a work tool often to keep up to date with industry news or find out about events Video and webinar are popular and the brochure in both digital and hardcopy format is still in demand When looking to manufacturers for technical support most Civil Engineers see sample specifications as important and although NBS is intended primarily for architects it is regularly used by a quarter of Civil Engineers BIM objects are also important being required by most Civil Engineers regardless of the size of practice Conclusion The Civil Engineer is an important influencer for most types of project Like all of us in the construction industry they suffer time constraints and readership behavior is changing Although online information is an important resource this is probably being used selectively to maximize productivity so choose your channels of communication carefully and present the appropriate product information in an easy to access format Further reading Understanding the different players in the industry Architects Communicating with Construction Industry Decision Makers making the right media choices Communicating with Construction Industry Decision Makers An Integrated Strategy Measuring your Brand Strength in Specification Communicating with Architects an interview with Su Butcher More about the Construction Media Index research The Construction Media Index now in its 3rd year is a comprehensive report detailing the communication channels available for promoting to the construction sector Research for Construction Media Index was conducted during April 2013 It comprised 550 targeted telephone interviews To ensure complete impartiality no publishers of media have been involved in either the compilation of contact lists or subsequent phases of the research Order your copy now Construction industry knowledge hub Understanding the construction industry Understanding your customer Civil Engineers Communicating Online COMMUNICATION CHANNELS CONSTRUCTION MARKET SURVEY CONSTRUCTION MARKETING CONSTRUCTION RESEARCH MARKETING IN CONSTRUCTION MARKETING MIX marketing strategy SPECIFICATION SALES SPECIFICATION SELLING SPECIFIERS WHAT DO SPECIFIERS WANT Post navigation Previous Next 3 thoughts on Understanding the different players in the industry Civil Engineers loler inspections says July 8 2013 at 10

    Original URL path: http://www.cadvantage.co.uk/understanding-the-different-players-in-the-industry-civil-engineers/?replytocom=26 (2016-02-12)
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  • Understanding the different players in the industry – Civil Engineers | Competitive Advantage
    communications supply and land division Civil engineers spend much of their time visiting project sites developing community consensus and preparing construction plans They work on residential commercial industrial and public works projects of all sizes and levels of construction The Institute of Civil Engineers currently has more than 80 000 members worldwide Communicating with Civil Engineers Civil Engineers often spend time on site bearing this in mind it s important to deliver information in a format that suits Like architects what engineers want is good quality technical advice It is also important to remember that specifiers in general are short on time and will not respond well to spin What specifiers want is technical information and advice they will be happy to deal with a manufacturer or supplier who can provide good quality comprehensive information on demand Our research Construction Media Index 2013 indicates that readership of trade journals by Civil Engineers remains strong eNews readership is on the increase and social networks are being accepted as a work tool often to keep up to date with industry news or find out about events Video and webinar are popular and the brochure in both digital and hardcopy format is still in demand When looking to manufacturers for technical support most Civil Engineers see sample specifications as important and although NBS is intended primarily for architects it is regularly used by a quarter of Civil Engineers BIM objects are also important being required by most Civil Engineers regardless of the size of practice Conclusion The Civil Engineer is an important influencer for most types of project Like all of us in the construction industry they suffer time constraints and readership behavior is changing Although online information is an important resource this is probably being used selectively to maximize productivity so choose your channels of communication carefully and present the appropriate product information in an easy to access format Further reading Understanding the different players in the industry Architects Communicating with Construction Industry Decision Makers making the right media choices Communicating with Construction Industry Decision Makers An Integrated Strategy Measuring your Brand Strength in Specification Communicating with Architects an interview with Su Butcher More about the Construction Media Index research The Construction Media Index now in its 3rd year is a comprehensive report detailing the communication channels available for promoting to the construction sector Research for Construction Media Index was conducted during April 2013 It comprised 550 targeted telephone interviews To ensure complete impartiality no publishers of media have been involved in either the compilation of contact lists or subsequent phases of the research Order your copy now Construction industry knowledge hub Understanding the construction industry Understanding your customer Civil Engineers Communicating Online COMMUNICATION CHANNELS CONSTRUCTION MARKET SURVEY CONSTRUCTION MARKETING CONSTRUCTION RESEARCH MARKETING IN CONSTRUCTION MARKETING MIX marketing strategy SPECIFICATION SALES SPECIFICATION SELLING SPECIFIERS WHAT DO SPECIFIERS WANT Post navigation Previous Next 3 thoughts on Understanding the different players in the industry Civil Engineers loler inspections says July 8 2013 at 10

    Original URL path: http://www.cadvantage.co.uk/understanding-the-different-players-in-the-industry-civil-engineers/?replytocom=28 (2016-02-12)
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  • COMMUNICATING WITH ARCHITECTS | Competitive Advantage | Page 4
    it is important it represents the whole of your target population Careful consideration should be given to the selection criteria so that Construction industry knowledge hub Understanding your customer Specification how to deliver an epic blockbuster Posted on February 12 2013 updated on January 4 2016 by Chris Ashworth 1 Comment Understanding forms of specification The Oxford English Dictionary defines a specification as A detailed description of the construction workmanship materials etc of work done or to be done prepared by an architect engineer etc However in practice it is much more complicated than this Think of your specification as a composition the information to be Communicating with the industry Construction industry knowledge hub Effective specification strategies Communicating with Architects an interview with Su Butcher Posted on August 14 2012 updated on January 4 2016 by cadvantage Leave a comment The architect is probably the most important member of the design team distilling the requirements and advice of the other members Often though they are time poor and consequently hard to get hold of So how do you introduce your products You need to find a way of getting the architect s attention and then reassuring Communicating with the industry Construction industry knowledge hub Effective specification strategies Marketing in construction Understanding the construction industry Understanding your customer Don t Ignore BIM Posted on May 10 2012 updated on January 18 2016 by cadvantage Leave a comment BIM Building Information Modelling is now competing with Sustainability as the hot topic for the construction industry since the government announcement that it will be required on all public sector projects over 5 million from 2016 onwards This programme of implementation is already underway with the Ministry of Justice and NHS now requiring it on Building Information Modelling Construction industry knowledge hub Understanding the construction industry Making sense of the construction industry a marketer s guide Posted on April 16 2012 updated on January 4 2016 by cadvantage Leave a comment If you are a Marketer new to construction then you may be feeling overwhelmed by the complexity of this challenging market place The construction industry is made up of a series of relationships with architects designers engineers contractors sub contractors all working together to meet the needs of the client There are also a number of Communicating with the industry Construction industry knowledge hub Marketing in construction Understanding the construction industry Understanding your customer 6 highs and lows of communicating with construction specifiers Posted on March 8 2012 updated on January 4 2016 by cadvantage Leave a comment The construction market is complex with many influences and drivers As a product manufacturer it is often hard to know where to start when trying to get your product specified Getting the right communication channels to focus your efforts on is critical and our latest research Construction Media Index CMI provides a comprehensive insight into Communicating with the industry Effective specification strategies Marketing in construction Effective Specification Selling Understanding how relationships are key Posted on

    Original URL path: http://www.cadvantage.co.uk/tag/communicating-with-architects/page/4/ (2016-02-12)
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  • Creating one awesome Sales and Markteing team that consistently achieves goals | Competitive Advantage
    be looking at generating awareness and so demand for a product Sales should be looking for quality leads they can convert And so between these two objectives lies the traditional sales and marketing divide This is where communication helps bridge the gap defining who manages what level of the newly formed Smarketing funnel In a recent Marketing Sherpa Benchmark Report marketers were asked to rank the most important challenges they face in achieving B2B success 78 of respondents sighted generating high quality leads as their top challenge Using the same language here is essential what Sales consider a good lead may be different for Marketing Equally what Marketing s lead nurturing strategy is and the reasons behind it may be a mystery to Sales All this needs to be discussed will Marketing nurture early stage leads to then pass them on when sales ready Have you agreed on the definition of sales ready Leads Share and play nicely Once you are talking the same language next you need to work on your passing technique Once a quality sales ready lead has been created you need to agree how it is best communicated between Marketing and Sales It is a good idea to clearly document your lead hand over perhaps consider putting in place an SLA This way there are no false expectations Indeed each member of the new Smarketing team will be well informed and know exactly what is expected of them So hopefully no more leads falling down the sales and marketing gap As part of your hand over it is important to provide as much information as possible including how the lead was generated was it via a download on the web or from an event for example Consider what other information you can provide Often it is the anecdotal information that provides a conversation opener for the salesman This is where a comprehensive CRM system is worth its weight in gold Conclusion creating team spirit Communication is key at the very least you should initiate regular meetings between Sales and Marketing at all levels allowing for open and honest discussion Using a comprehensive CRM system is essential for sharing of data but also look at different ways of sharing such as ranking of leads anonymous feedback one to one discussions sharing of reporting tools and KPIs or even something as simple as a noticeboard Remember communication is two way and Sales should be providing information on what leads they are closing and which lead source is proving the most lucrative as well as providing suggestions on how else Marketing can help them such as a new piece of sale literature or new online sales tools To put in succinctly moving away from a them and us mentality and working as one team means you can be more effective with your customer communications so deliver better service and win more business Adding value is critical in these austere times it is the difference between being in business and

    Original URL path: http://www.cadvantage.co.uk/creating-one-awesome-sales-and-markteing-team-that-consistently-achieves-goals/ (2016-02-12)
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  • COMMUNICATION CHANNELS | Competitive Advantage | Page 4
    comment Last week I was presenting at Mobile Apps in the Built Environment and I began to jot some thoughts down As the event title suggests the subject was Apps I presented our latest research Construction Media Index giving an insight into channels of communication used by the construction sector covering traditional forms such as print Communicating with the industry Construction industry knowledge hub Marketing in construction Understanding the construction industry Understanding your customer 6 highs and lows of communicating with construction specifiers Posted on March 8 2012 updated on January 4 2016 by cadvantage Leave a comment The construction market is complex with many influences and drivers As a product manufacturer it is often hard to know where to start when trying to get your product specified Getting the right communication channels to focus your efforts on is critical and our latest research Construction Media Index CMI provides a comprehensive insight into Communicating with the industry Effective specification strategies Marketing in construction Effective Specification Selling Understanding how relationships are key Posted on January 4 2012 updated on January 4 2016 by Chris Ashworth 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 By working smart and embracing new opportunities such as social media Effective specification selling understanding how relationships are key Let me start with an example We are currently working with a Effective specification strategies Post navigation Newer posts 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

    Original URL path: http://www.cadvantage.co.uk/tag/communication-channels/page/4/ (2016-02-12)
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  • SPECIFICATION SALES | Competitive Advantage | Page 4
    you will not need a specification salesman Architects and engineers do not want to be sold to and they will not deal with salesmen if they Effective specification strategies Effective Specification Selling Understanding how relationships are key Posted on January 4 2012 updated on January 4 2016 by Chris Ashworth 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 By working smart and embracing new opportunities such as social media Effective specification selling understanding how relationships are key Let me start with an example We are currently working with a Effective specification strategies Is it worth specification selling Posted on November 16 2011 updated on January 4 2016 by cadvantage Leave a comment For many years there has been discussion about the increasing influence of the contractor and if it is worth bothering with specification selling In his paper Low Carbon Construction Paul Morrell identified an integrated approach to construction as a means of bringing down cost a concept which is being enthusiastically adopted by the Government This Effective specification strategies Specification Selling A Team Decision Posted on September 29 2011 updated on January 4 2016 by Chris Ashworth Leave a comment Chris Ashworth explains how every manufacturer selling to specifiers needs to be aware of the changing relationships and roles within the team responsible for creating a building As the Government moves Forward with implementing Building Information Modelling BIM and encourages a team approach to construction Sir Michael Latham s recommendations are being adopted a mere 17 years after Effective specification strategies Post navigation Newer posts Learn more about Building Information Modelling Communicating with the industry Construction market activity Effective specification strategies Marketing in construction Sustainability Understanding the construction industry

    Original URL path: http://www.cadvantage.co.uk/tag/specification-sales/page/4/ (2016-02-12)
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  • SPECIFIERS | Competitive Advantage | Page 4
    onwards This programme of implementation is already underway with the Ministry of Justice and NHS now requiring it on Building Information Modelling Construction industry knowledge hub Understanding the construction industry Making sense of the construction industry a marketer s guide Posted on April 16 2012 updated on January 4 2016 by cadvantage Leave a comment If you are a Marketer new to construction then you may be feeling overwhelmed by the complexity of this challenging market place The construction industry is made up of a series of relationships with architects designers engineers contractors sub contractors all working together to meet the needs of the client There are also a number of Communicating with the industry Construction industry knowledge hub Marketing in construction Understanding the construction industry Understanding your customer 6 highs and lows of communicating with construction specifiers Posted on March 8 2012 updated on January 4 2016 by cadvantage Leave a comment The construction market is complex with many influences and drivers As a product manufacturer it is often hard to know where to start when trying to get your product specified Getting the right communication channels to focus your efforts on is critical and our latest research Construction Media Index CMI provides a comprehensive insight into Communicating with the industry Effective specification strategies Marketing in construction Using Benefits to Demonstrate Value Posted on February 28 2012 updated on January 18 2016 by Chris Ashworth Leave a comment Any salesman must be able to demonstrate value if they are to sell a premium product If your product is commodity then price will be the major issue and you will not need a specification salesman Architects and engineers do not want to be sold to and they will not deal with salesmen if they Effective specification strategies Effective Specification Selling

    Original URL path: http://www.cadvantage.co.uk/tag/specifiers/page/4/ (2016-02-12)
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