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Winning New Business in Construction


Description: Have you ever wondered what makes companies successful? Its having excellent technical skills and the skills to find and keep profitable business.

Terry Gillens practical guide, Winning New Business in Construction explains everything you need to know to find and win new business, both from existing and new customers. He shows you how to improve your skills in selling, negotiating, writing proposals, making presentations in support of a tender, working with business partners and providing the kind of service that will enable you to keep customers once you have won them.

The book is part of the Leading Construction Series co-published by Gower and CITB-ConstructionSkills. The Leading Construction Series is part of a CITB-ConstructionSkills initiative to develop management skills within the industry. The books in this series are designed to be essentially practical, with a firm grounding in the construction industry.


Contents: Introduction
Marketing
Essential selling skills
Essential negotiating skills
Advanced selling and negotiating skills
Sales proposals and presentations
Winning new business through customer care
Partnering
Conclusion
Index.




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