Design-Build Marketing: Strategies and Procedures for the Small and Mid-Size Contractor

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More About This Book

Editorial Reviews

Booknews
Explains how the small fry of the construction industry can use the design/build strategy to get more jobs, make more money on each one, and develop a steady clientele. Focuses on examples and practical advice rather than on theory. No bibliography. Annotation c. Book News, Inc., Portland, OR (booknews.com)
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Product Details

Table of Contents

Preface
Ch. 1 The Design-Build Concept 1
Ch. 2 The Art of Selling to the Construction Prospect 3
Ch. 3 New Business Attitudes 23
Ch. 4 Finding the Prospective Customer 41
Ch. 5 Qualifying the Lead 71
Ch. 6 Selling the Prospect 87
Ch. 7 Design-Build Capability 143
Ch. 8 Signing Up the Prospect 147
Ch. 9 Working with the Owner During Construction 165
Ch. 10 The Construction Sales Department 175
Index 187
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