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 —

• 16 September

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