“This would make a highly desirable read for anyone operating within the construction services sector – whether they are directly in contact with their clients or not. It presents a well-structured approach to effectively selling construction services without making the subject too complex or the end unachievable. This book is especially a good addition to the repertoire of those whose task is the regular creation of business, and even better acquisition for those new to the territory.” (Emerald Journal, 2011)
“An admirable feature of the book is its ability to work from a strategic level down to a fine level of detail.” (International Construction Law Review, April 2010)”For new marketers/sales folk it contains all the essentials you will need packaged well and written accessibly.” (PM, June 2010)
“This book provides a structured approach to identifying and selecting clients, understanding their needs and expectations, aligning to their needs, pitching and winning business. It provides practical steps that are proven and successfully used by its author for over 25 years.”
―David Jennings, Managing Director of Business Vantage, Chairman and Founder of the Movers & Shakers Property Networking Club
From the Inside Flap
This practical book on selling and marketing will help architects, engineers, project managers, facilities managers, surveyors and contractors ‘sell’ themselves to prospective clients.
As clients become more sophisticated at both local and international level, and as competition in the construction industry increases, contractors and consultants have to take a more professional approach to selling themselves. This is especially true for PFI bids where vast resources are committed to winning multi-million pound contracts.
Through a simple-to-follow process, illustrated with plenty of diagrams and checklists, Marketing & Selling Professional Services in Architecture & Construction sets out the seven key aspects of selling and marketing professional services. The book is full of applicable ideas and examples and is well structured to enable readers to dip into the section relevant to their current needs.
From the Back Cover
This practical book on selling and marketing will help architects, engineers, project managers, facilities managers, surveyors and contractors ‘sell’ themselves to prospective clients.
As clients become more sophisticated at both local and international level, and as competition in the construction industry increases, contractors and consultants have to take a more professional approach to selling themselves. This is especially true for PFI bids where vast resources are committed to winning multi-million pound contracts.
Through a simple-to-follow process, illustrated with plenty of diagrams and checklists, Marketing & Selling Professional Services in Architecture & Construction sets out the seven key aspects of selling and marketing professional services. The book is full of applicable ideas and examples and is well structured to enable readers to dip into the section relevant to their current needs.
About the Author
Basil Sawczuk, a qualified architect worked in business development at DGI International, securing projects for many UK blue-chip clients and winning overseas work for large global clients. After WS Atkins acquired DGI International, he became Marketing Director for the Property Services division, selling and marketing their architects, civil, structural and building services engineers, quantity surveyors and facilities managers operating out of more than 50 UK offices.
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