“Marketing & Selling Professional Services in Architecture & Construction” by Basil Sawczuk
This practical book on selling and marketing will help architects, engineers, project managers, facilities managers, surveyors, and contractors ‘sell’ themselves to prospective clients.
As clients become more sophisticated at both local and international level, and as competition in the construction industry increases, both contractors and consultants have to take a more professional approach to selling themselves. This is especially true for PFI bids where vast resources are committed to winning multi–million pound contracts.
Through a simple–to–follow process, illustrated with plenty of diagrams and checklists, Marketing & Selling Professional Services in Architecture & Construction sets out the seven key aspects of selling and marketing professional services. It is full of applicable ideas and examples and is well structured to enable readers to dip into the section relevant to their current needs.
“Risk Avoidance for the Building Team” by Basil Sawczuk
Risk avoidance has to be addressed not only at the outset of any building project but throughout its lifespan and by all parties involved in the contract. This book covers each stage of the construction process in turn and examines potential problem areas from the point of view of each of the three main parties involved: employer, consultant and contractor.
By a thorough examination of each topic covered, using checklists, suggested agendas, briefing notes, risk assessment charts etc., the author has provided:
- a practical guide on how to react to many difficult situations which arise
- strong focus on risk avoidance techniques and how to apply them
- a balanced approach, looking at problems from all sides to promote understanding of adversaries' viewpoints.
The sound advice presented will help avoid the risk of problems escalating and leading to litigation; in the cases that do end up at arbitration or in court, the book will familiarise the reader with the procedures involved in dispute resolution so that they can participate with confidence.
You can purchase "Risk Avoidance for the Building Team" from Amazon.co.uk
This is a ‘must have’ book...
Chris Ashworth, reviewed for the Chartered Institute of Marketing Construction Industry Group
This book provides a structured approach to identifying and selecting clients, understanding their needs and expectation, aligning to their needs, pitching and winning business. It provides practical steps that are proven and successfully used by its author for over 25 years.
David Jennings, Founder of the Movers & Shakers Property Networking Club