Winning New Business in Construction... the Critical Success Factors

 

Policy Publications is an independent research and publishing company which specialises in producing research reports that help managers develop world-class company performance.

At last... the

facts about

winning new

business in

construction

Winning New Business in Construction...the Critical Success Factors is an essential new report which focuses on the most important business issue of them all -- how to win profitable new business.

The report is based on new research which shows what separates those construction companies that win a high proportion of their pitches from those that so often find themselves just making up the numbers.

What makes Winning New Business in Construction so valuable is that it's based on the real-life experience of 82 construction companies -- large, medium and small. Researchers studied nearly 50 key issues in each of the companies to discover what really works when you set out to pitch for a new project.

But that's not all. A "virtual panel" of seasoned construction industry professionals studied the results and provided in-depth comment and fascinating insights drawn from their own extensive experience. The panel, all named in the report, included managing directors, estimating professionals and business development managers from companies that range across the spectrum from famous international names to smaller niche players.

Winning New Business in Construction... the Critical Success Factors raises vital topical issues -- such as shorter tender times and the cost of pitching for PFI projects -- that you'll want to discuss and consider with members of your management team. The report is packed with practical ideas you can pick up and use in your own company -- many of them tried and tested and already helping to win new business in other construction companies.

To help you focus on the most critical issues, the report contains a "key issues" checklist which shows in clear statistical detail exactly where the most successful contract bidders outstrip the others.

Throughout, Winning New Business in Construction contains analytical charts, key lessons and an executive summary to help you use the report as a decision-making tool. With competition getting tougher all the time, no construction company can afford to be without its own copy of Winning New Business in Construction... the Critical Success Factors.

Contents

Executive summary

1 Positioning your company in its market

- Winning an invitation to bid

- How we conducted the survey

- The importance of achieving major bid success

2 Understanding and communicating with customers

- Knowing what the customer really wants

- Understanding the customer's buying centre

- Developing customer relationships

3 Building a winning bid team

- Creating a balanced bid team

- Developing a bidding centre of excellence

4 Negotiating the deal

- Key factors in negotiation

5 Any other business

- Considering some other issues

- Concerns about PFI

- The need for good estimating

- Key issues checklist

47 pages, 15 figures.

Use Winning New Business in Construction to:

Review your current bidding practices and processes.

Learn how other construction companies handle key bidding issues.

Benchmark your firm's business development against most successful companies.

Focus on facts to stimulate boardroom and management debate about key improvement issues.

Study views of experienced industry practitioners on topical new business issues.

Use lessons to guide a business development improvement programme.

At last... the

facts about

winning new

business in

construction

Bidding for Business in CONSTRUCTION... a Best Practice Resource Pack is smartly presented in its own purpose-made folder and INCLUDES THREE COMPONENTS (Please note other two components):

Winning New Business in Construction... the Critical Success Factors. A new management report, based on exclusive research in 82 construction companies, that shows what separates the most from the least successful contract bidders.

Bidding for Business: the Skills Agenda. A hands-on self-help and training aid designed to help you raise your company's game at the top 20 business development and bidding skills identified by successful companies.

The Contract Bid Manager's Toolkit. A set of 30 self-contained but inter-linked tools, based on those used in live bids by successful companies and designed to make your contract bidding easier and even more effective.

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