Page 25 - TCDB combined Book

Chapter 1 MARKETING 1

Chapter
MARKETING 1

“MARKETING”
The key to
selling
Design-Build
services Introduction

T
he Marketing of a Design-Builder through the methods outlined herein will covers a wide
spectrum of builders, based on annual dollar-volume, geographic location to the scope and
type of projects preferred. Without application of Marketing strategy and plan there will
be few good leads created necessary to meet your sales budget and objectives as a design builder.
Design-Build contracting requires extensive lead-time before actual project
construction commences and therefore the ability to create and maintain lead sources for future
projects will be extremely important. Depending on your objectives, circumstances and budget
constraints it may not be practical or necessary to apply all the identified marketing categories.
There is no assurance that any of the individual Marketing methods will directly result in
qualified prospects or signed contracts, but, without applying a system of identifying your
future business the needed results will not be obtained.
By nature, Design-Build is a proactive not reactive method of securing construction
business. Buyer awareness and early lead contact are the prime factors in having project owners
consider the use of a Design-Builder.