David Cooper
Gower
Hardback
184
2005
The best construction companies excel in the technical skills associated with their business but often struggle when it comes to the more generic business skills such as marketing. Terry Gillen's practical guide Winning New Business for the Construction Industry explains everything managers need to know about finding and winning new business both from existing and new customers. The author shows them how to improve their skills in the areas of selling negotiating writing proposals making presentations in support of a tender working with business partners and providing the kind of service that will enable them to keep customers once they have won them. As with other titles in this series the focus is very clearly on the context of the construction industry so that the messages and the examples that support them are wholly appropriate to organizations working in that industry.
Gower
Hardback
184
2005
The best construction companies excel in the technical skills associated with their business but often struggle when it comes to the more generic business skills such as marketing. Terry Gillen's practical guide Winning New Business for the Construction Industry explains everything managers need to know about finding and winning new business both from existing and new customers. The author shows them how to improve their skills in the areas of selling negotiating writing proposals making presentations in support of a tender working with business partners and providing the kind of service that will enable them to keep customers once they have won them. As with other titles in this series the focus is very clearly on the context of the construction industry so that the messages and the examples that support them are wholly appropriate to organizations working in that industry.