To be a successful Specification Salesperson you need to stand out from the crowd. You need to be a Trusted Advisor: Someone the Specifier trusts to provide sound and reliable advice. You need to seek to become their design partner, helping solve problems and create […]
Understanding construction Twenty years ago, in June 1999 I started Competitive Advantage when I took on my first consultancy role working with Pirelli Cables, now Prysmian Cables, and still a client. Little did I realise at that time that 20 years later we would have […]
Developing an effective specification strategy When developing an effective specification strategy for your construction product it is important to create demand, to reduce the importance of price and transfer influence away from the supply chain to the manufacturer. In the first instance, it is important […]
Understanding the Different Players in the Industry – Architects 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. The construction industry is made up […]
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 fifth in the series looking at the different players in the industry. The aim […]
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 […]
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 fourth in the series looking at the different players in the industry. The aim […]
When preparing your marketing strategy for construction products, technical literature is often included. In construction markets, the phrase technical literature encompasses a range of documents: building product brochures or catalogues, price lists, specification documents, installation guides for example. And although each can have a slightly […]
Selling to construction specifiers is about creating awareness of the benefits of your building product. Developing a construction specification strategy is a whole company activity, requiring technical input and involving the whole supply chain, not just the sales or marketing team. The approach is crucial […]
Which are the best methods for communicating with Architects and Engineers? Will Architects and Engineers specify my products and if so, how? What is the influence of BIM on product specification? How great is the impact of sustainability on product specification? How do my building […]