New Hampshire & Vermont Chapter

Marketing/Sales

Prospecting

No other function or process is more important to the success of a sales oriented contractor than searching for prospects. Without them, even the most highly skilled, sales oriented contractor is doomed to failure. The fact is that the prospect is the most highly prized reward – even more valuable than the contract itself simply because without a prospect there can be no contract. Prospects are the raw material from which sales are made.

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SEEK COMMON GROUND, NOT LOW PRICE

Owners, architects, contractors and engineers all have unique perspectives and issues. In addition, every project is unique and appropriate planning and procurement practices vary from one to another. However, all parties on all projects should have a common goal: a quality project (meeting the owners needs, everything works, covers all defined scope and life cycle projections), at the lowest possible cost (within the owners budget, everyone can make a reasonable profit and cover necessary expenses to operate as professionals). It’s a challenge to manage multiple perspectives and issues while working towards achieving a common goal.

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INBOUND MARKETING

If you've been in the marketing world in the past couple years, you've probably come across the term "Inbound Marketing." It seems to be gaining more and more steam, and people are more interested in what Inbound Marketing is and how it can help them. Inbound Marketing is the practice of bringing warm, qualified leads into your sales funnel rather than reaching outward to cold, questionable targets.

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REPUTATION AND RELATIONSHIPS ARE MOST IMPORTANT SELECTION CRITERION, NOT PRICE ALONE

(You control how your company sells and is selected)
 

Contractors are sticklers for accuracy when it comes to meeting project specifications and schedules, but that attention to detail doesn’t always extend to customer relationships. Time and again, research shows buyers and sellers experience the marketplace very differently and often expect different things from their counterparts.

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NETWORKING WITH COMPETITORS
 

Networking with competitors? You would have to be crazy to build relationships with your competition -- crazy like a fox. If you can talk them into it, networking with your competitors can create opportunities to improve both your businesses. You can learn a lot from your competition. Although not everyone who competes with your business will be interested in networking opportunities, friendly competitors can create mutually beneficial networking relationships. But creating a networking relationship still seems a little far-fetched for the typical small business owner, even though many competitors are more than willing to trade notes if they are treated respectfully.

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DELIVERY SYSTEMS

Contractual arrangements have a significant impact on project cost. These arrangements establish the “rules of the game” for a construction project. Many owners do not effectively evaluate available contractual arrangements or they fail to perceive the significant savings they can achieve through a more astute approach to developing the rules by which their time and money will be expended. According to research, many owners could achieve cost savings of more than five percent in most projects through utilizing improved or more appropriate contracting techniques.

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OWNERS: The Price May Not Be Right!

Are you planning new construction for your business? If you are, you will be facing some demanding responsibilities. Among them is the responsibility of choosing the contractor who
will build your facility. Unfortunately today, the decision is driven in large part by the bids the contractors submit to construct your new facility. This drive results from the belief that bids are indeed the best way to assure yourself of the lowest possible initial cost of construction. This belief is founded on myth.

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PROCUREMENT SPECIALIST AVAILABLE TO ASSIST WITH GOVERNMENT CONTRACTING OPPORTUNITIES

Government contracting. The words immediately evoke an image of mind-numbing bureaucracy, endless meetings, and, worst of all, a mountain of incomprehensible paperwork.
Many companies have rejected the idea of working for Uncle Sam for these and other reasons. While there is truth to this image, it is also true that government continues building projects, even in a slow economy. Even better, they pay their bills. These factors are causing many construction firms to reconsider and take a second look at government projects.

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ASSOCIATED BUILDERS & CONTRACTORS NH/VT
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Email: info@abcnhvt.org
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