Construction marketing is not only about getting tenders with the door. The committed marketer will assure the right follow-up takes place from then on crucial pre-contract meeting.

So for anything larger than a simple small company prospect, happens after the pre contract meeting would normally be to agree contractual arrangements for that project so after the meeting, a moment frame and lead-in time to the project needs to be discussed, minuted and actioned. Therefore on the meeting it’s important for you to agree working parameters: precisely what is to happen, how it’s to be done, whether an expense is attached, an incoming tender date, tender return date, project on-page date and scheduling, completion date along with the resources needed agreed and used on the programme of works.

Make sure you summarise very concisely the principle points from the meeting as well as the details of that which was agreed, particularly emphasizing its purpose and outcomes, through the prospect’s viewpoint. This confirmation must include all necessary parameters to guarantee no misunderstandings develop which the contractor’s and prospect’s expectations are met.

The document outlining the above mentined parameters must be copied for the relevant people both in organisations.You may be inspired to put together a Budget Tender proposal at this point. This is more likely that occurs with a Private Developer along with your judgement at this point is crucial. If you assess which the client is a superb prospect for reliable future job opportunities, it’s worth having your Estimators to build a Budget Figure with the project. However, it is best to proceed with caution for the reason that less reliable characters only will use your figures as being a short cut to finding a deal elsewhere. You will have done the many hard work and could not reap the advantages.

Having flagged up this matter, budget tenders, if handled well, can supply a lucrative sales pipeline contributing to negotiated work that is much preferred to competitive tendering.

During the survey stage you might be required to finish a pre-qualification questionnaire. For a large prospect organisation, this survey stage could be protracted and sophisticated. It may be needed to continuously review through the survey process to check on understanding and interpretation. Permissions and access may need for being agreed with various sites or locations inside the prospect’s organisation, and also this should all be managed sensitively because of the marketing person.

Some construction marketing organisations have dedicated people that write project proposals or quotations. However, the marketing person ought to have the resources to feature weight and substance to the process by supporting with supplementary material relevant to your proposal. This could be material regarding Health & Safety, Equal Opportunities and Quality Assurance.

The presentation with the proposal can be crucial as well as the marketing person needs to be able to offer the estimators in arranging a professionally bound presentation pack that will include an Executive Summary, Index and further material as appropriate like illustrations of completed projects, endorsements and referee information. In this case the marketing person should make certain that what is written is pertinent and concise, factually correct, and outlines the organisational benefits and practical solutions clearly stemming on the product or services being proposed.

Make sure your proposal is properly targeted and relevant for the potential client. There is a great temptation to “cut and paste” standard company information without spending time customising the info specifically for your prospect. If you have done the research well, this must be relatively easy to perform.