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What we doResearch Strategy Training

Competitive Advantage

Founded in 1999 Competitive Advantage is a Sales and Marketing Consultancy for the construction sector.

Our specialist team is familiar with the construction sector. Our commercial experience means we are informed about current issues, familiar with industry language and practices and understand the challenges you and your customers face. View our case studies.

Conducted on your behalf, we use a range of research methods, recommending the best option or combination to suit your needs.

Our commercial experience means that as well as reporting research findings we are able to interpret these effectively and make sound business suggestions.

We also provide a growing number of reports that can be purchased online, covering industry topics, such as BIM, Sustainability, industry communication channels.

The construction industry has complex interrelationships between buyers and decision makers.

With your input we complete research and conduct workshops to gain information that will inform your strategy.

Then working with you we create a business strategy that encompasses your end goals and look at how to implement this in practical terms. Our involvement can be as little as one day or part of an on-going process.

Regular learning and development is key to keeping your team effective. While there are many training providers, very few have a construction focus.

Because we are constantly researching the market and participating in various industry groups, we have a good understanding of what drives industry decision makers – this is included in our seminar material, with established theory, supported by practical experience.

We aim to provide high quality information at an affordable cost

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Meet the teamWhat they say about us

Competitive Advantage

I have talked to a number of my team and all said that they found the 2 days enormously helpful and that they learned a lot. The notes are incredibly comprehensive and have already been referred to during inter-departmental meetings. - Lorient Polyproducts Ltd

The course was first class. I can share with you that one of our sales reps has used a new strategy learned from the course, resulting in the success of arranging a CPD with a major architect practice that we have not been able to get into before! - Eurobond

Chris is a true expert in marketing, and has an innate understanding of both specifiers and the wider construction supply chain. He delivers concise, relevant information in an easily accessible way. - BPCA

A very comprehensive and, as always from you, accurate report. Your active role has been so important to us in many ways.... you are an excellent business partner! - Robroy Industries, USA

Chris Ashworth founded Competitive Advantage Consultancy in 1999. Chris has worked in construction industry sales and marketing for over thirty years. His extensive experience includes construction marketing, specification sales and market research.

Our specialist team have all been recruited from sales or marketing roles within the construction sector. Visit our website for further details.

Over 125 years combined experience of the construction sector

Sustainability

EngineeringResearch StrategyMarketing Analysis

Read more on our website

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Creating your Specification Sales Strategy

Review Analyse Understand

Develop

Are products suitable for Specification Selling?

Review existing processes and resources

Review existing channels to market

Review existing sales and marketing support

Recommend Strategy, Tactics and Actions

Establish the market sectors offering best potential

Identify existing customers, contacts and channels to market

Identify target decision makers and influences

Understand what differentiates your products

Understand the factors which influence the decision making process

Understand the benefits for each group of decision makers

Understand the opportunities for your business

Develop the existing sales team: segmenting customer responsibilities, establishing staff requirements, providing required support, delivering training and development, setting targets

Establishing contact and project tracking

Utilising sales tools: technical seminars (CPD), samples, standard specifications, technical support, literature, sales leads, BIM objects

Developing communications: website, blogs, eNewsletter, briefings, social media, advertising and PR

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Implementing your Specification Sales Strategy

Implement

We can: Provide on-going training and mentoring for

you and your team Assist you in the development of your CPD

seminar programme Help you in the writing of your standard

specifications Work with you to establish a process for

sample distribution and follow-up Work with you in establishing a technical

support mechanism for your customers Guide you in the structure and timing of

your communications as well as the channels of communication to use

Guide you in applying leverage to the supply chain

Benefits

Your specification sales team will be more effective because they will: Focus on key opportunities Use their network of contacts to secure

projects Build stronger relationships with specifiers Develop leverage with contractors and

distributors Have better sales tools which they can use

effectively Better understand the specification process

This will reduce the importance of price in your sales activity and lead to increased profit for your business.

Review

We can: Provide regular reviews of progress Assist with keeping activities on target

to ensure you meet your objectives Assist with the fine tuning of your

business strategy, in response to ‘real life’ lessons learnt

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Contact us

@CompetitiveA

cadvantagemarketing

companies/competitive-advantage

www.cadvantage.co.uk

www.cadvantage-blog.co.uk

Chris Ashworth

E:chris@cadvantage.

co.uk

M: 07747 626095

T: 01276 503539

CadvantageConsult

We aim to provide high quality information at an affordable cost