My Courses

Understanding the form of contract types used to mobilise a construction project is key for building product manufacturers’ specification strategies. When you initially learn of a building project the first thing to do is to establish the type of contract that is to be used. This can inform your whole construction product specification strategy, improving…

In this blog Chris Ashworth looks at the three major influences on specification and evaluates the changing dynamics of product specification. When I was first involved with specification selling, in the early 1980’s, you built a relationship with an architect, persuaded them of the benefits of your product, they put its name on the drawing and…

Darren Jarvis, Director of Construct UK Ltd explains how this useful reference source can help the construction marketer. The importance of marketing planning and thorough research cannot be emphasised enough and, for construction marketers, time spent getting it right will pay dividends in the long run.   However, ‘time is money’, as they say and, like…

With many decision makers set to be working from home for some time, and the drive for information will become increasingly digital. This is an opportunity for construction product marketing teams to improve engagement with decision makers. The ongoing Covid-19 situation means that specifiers of construction products are likely to be working from home for…

As building product manufacturers restart their businesses after lockdown, with the prospect of a record fall in construction spend, budgets are coming under close scrutiny. Automating the sales process is an option to consider. As a sales trainer, I have been disappointed to see that far too many sales organisations are still using ‘traditional’ sales…

Construction sites are operating with new social distancing procedures, stockists have reopened and companies are taking staff off furlough. Has the New Normal arrived? The construction industry is coming out of lockdown and with-it product manufacturers should be getting ready for the new normal. There is still a lot of uncertainty, with expectations that it…

Martin Hewes, Managing Director of Hewes Associates is one of the industry’s foremost forecasters, he publishes Construction Outlook which provides three years of forecast data for Housing, Infrastructure, Public non-Housing, Industrial, Commercial, Repair & Maintenance. Here he gives his view on what Coronavirus means to GDP.   What do we know so far? To date…

Martin Hewes, Managing Director of Hewes Associates is one of the industry’s foremost forecasters, he publishes Construction Outlook which provides three years of forecast data for Housing, Infrastructure, Public non-Housing, Industrial, Commercial, Repair & Maintenance. Here he gives his view on Post-Lockdown and what it means for Construction.   What do we know to date?…

This webinar gives a brief overview of some of the key issues of importance to achieving an effective specification strategy. Contract Types and decision makers, supplier positioning, market drivers, specifications, sales tools and specifier engagement. Programme duration: 19 minutes

Is your specification strategy and tactics ready for the future?  Here are 3 points for you to review. For manufacturers of non-commodity building products, creating demand by engaging with specifiers and influencers is really important. It creates awareness of your product range and the benefits offered. It moves away from the lowest common denominator of…