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Spring 2006
Volume 3 Edition 4

Dear Construction Marketer

When we started this newsletter, our vision was to give readers a source of relevant and up-to-date information, hints and tips. So in this edition of the newsletter we are promoting two pieces of industry research: one looking at E-procurement and E-auctions and the other looking at business development challenges and strategies.

Editor
Jan Hayter
MarketingWorks.

 



Why Eskimos Hunt Whales

Learn why Eskimos hunt whales instead of easier game, like geese or rabbits. And then find out how to apply that to your own bids and proposals.

More
FREE Key Client Management Guides

Ongoing Management
of Key Clients

In the last of a series of articles on Key Client Management, we look at how you maintain relationships with your key clients. More

The previous Key Client Management Guides are available at:

1. Why Key Client Management?

2. Developing relationships

3. Key Client Plans
Finger on the Pulse?

Business Development in Construction - What Matters, What Works and What Doesn't

Find out how your business development compares to your peers. Complete this unique industry survey NOW!

Diary Dates

Movers and Shakers Breakfast Meeting
For details of the next breakfast meeting contact Leigh Jennings, Tel: 01753 847619 or visit the website.

How to sell high value services and convert new business
11th May 2006, London
“Practical, hard-hitting stuff, very useful “… Director, Skanska
More

Winning business with winning proposals
18th May 2006, London
“Since attending this programme our business unit is now winning two out of every three bids” … Associate, Arup
More

All MarketingWorks workshops may also be run in-house for up to 16 people at a cost of £1495 + VAT. To see the full open programme selection and booking form, click here

Microsoft CRM for the Construction Industry: Building the Business Case – 24th May, London, and 14th June, Dublin
Find out how to build a convincing business case for Microsoft CRM in the Construction Industry – based on the experiences of others.
More

Creating a Proposal Centre of Excellence

Centralising the creation of complex proposals can be an excellent way to improve business results. But there's more to it than just hiring a few writers. More
Past Newsletters

If you would like to see articles from past newsletters, please click here.
WHAT'S NEW?

Construction Projects of the 2012 London Olympics
Published by Construct UK Ltd, this invaluable 22 page booklet provides an overview of the main construction projects, details of existing venues where permanent or temporary works are required, and the main transport development plans. Price: £10. More

Research: E-procurement and E-auctions – a good thing?
At MarketingWorks we are keen to promote best practice across the parallel processes of selection and being selected. Already a number of you have expressed reservations about some aspects of e-procurement, and it is easy to see why. More

Book Reviews

Eat That Frog

&

The Way of the Dog

Two books that take only half an hour to read but could change your approach to time management and selling.
 More
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