Selling to Main Contractors
Main contractors are having to come to terms with changing public
sector programmes, coupled with client demands for ever more complex
building work. Plus reduced margins as tender prices are
squeezed.
Against this background, the need for innovative cost-effective
products suppliers is still huge - approximately £38bn will be spent
on construction and M+E products in 2011. Around 75% of this
will be non-housing.
BUT . . . the 'rules' for winning a share are changing fast -
innovation, sustainability and environmental issues, value, whole life
costs - these are some of the major factors affecting product choice
today.
In consequence, selling to main contractors - never an easy job -
is now much more difficult, unless the supplier understands
procurement TODAY.
This workshop will provide delegates with this practical
understanding and effective strategies for success.
The benefits —
The workshop will help delegates to -
-
Understand how changing main contractor relationships
affect the product supplier
-
Identify main contractors and projects to target for
their products
-
Develop strategies for selling to main contractors on
projects
-
Sell to main contractors through supply chains
The day will be based on interactive discussion to
allow delegates the opportunity to develop strategies for their own
businesses.
2010 date —
To look at our brochure, please click here
This Open Course can be customised to meet your specific needs and, if you have more than six delegates, this can be more cost-effective.
To explore this further, please click here |