By Richard Pettinger
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Additional resources for Construction Marketing: Strategies for Success
Proximity: based on the desire to understand and be comfortable with that which is close at hand to be at ease in the immediate environment. Matters that cause discomfort therefore assume importance out of proportion to their actual effect. Intensity: the effects of extremes of heat, cold, light, darkness, noise, silence, colour, taste, touch, smell, comfort and discomfort. Attribution: the explanation put by individuals on behaviour or activities; especially when trying to explain a quirk or inconsistency.
Confidence: confidence is based on integrity, credibility and expertise; and on demonstrating that what is promised and implied is delivered in fact. g. in UK public contracts at the end of the 20th Century, the first priority is the price). The best way - some would say the only way - to achieve this successfully is to go out and meet with potential clients and ask them. It is necessary to recognise that client expectations change, especially over long and expensive contracts. g. public sector clients may have their budgets cut unilaterally by their political masters.
Gives a dangerous over-estimation of the prospect of work. ' to which the answer is either yes, no or maybe. The result of getting to this point is that 42 Construction Marketing people have a much clearer indication of where they stand at an early stage in the potential relationship and can therefore structure and schedule things accordingly. ' - thus turning them into actual clients. Much of this is based on developing the perceptions, attitudes and values, and recognising and understanding the constraints indicated earlier.