Marketing and Selling Construction Services

At the global and local level contractors and consultants have had to take a more professional approach to marketing and sales. Some construction firms are being restructured into client–oriented organizations. However, in all organizations there is considerable room to develop marketing and sales to enhance opportunities to grow and to protect markets during times of recession.

The book, by Dr Hedley Smyth, aims to achieve a balance between a strategic overview and the practicalities of sales and marketing. It does not offer a single blueprint, but rather a range of distinctive options from which the reader can make informed choices.

By Dr Hedley Smyth (Blackwell Science, 1999)