Synopsis
The construction design-build concept: Definition; Sales territory; Design-build capability;Design Built Team; Environmental Construction; Project steps; The art of selling design-build construction: On and off buttons; Low profile and Soft sell; Time Interval; Emphathy; Understanding the Business Prospect; Cultivating new business perspectives: Giving out information; Advertising; Adviser capacity; Remaining objective; Locating the prospective owner: Personal contacts; Referrals; Advertising; Trends in specific business areas; Redevelopment projects; Relocation projects; Industrial commissions; Rejected bids; Cold calls; Disaster leads; Bonus to employees:finder's fees; Zoning changes and deed transfers; Records; Who requires careful consideration; Contract Potential; Qualifying the prospective owner: Site; Finances, Reason for building; Interest;Talking to the Decision makers;Personal Problems the lead might have; Selling the design-build method: Security; Prospect list; Selling yourself; Selling your company; Selling the job; Combating competition; Contractual procedures: Letter of intent; Special letter contracts and Formal Contracts; Retainage and Bonds; Changes; Checking owner financing; Building phase communications: Start-up; Work schedule information; Acquainting people on site with owner; Aquainting the Owner with Construction Problems; Keeping the Owner in the picture; Owner problems during construction; The design-build sales department: Integrating the sales department into overall operation;A Salesperson's responsibility to the company; Finding the Construction Salesperson; Sales Territories; Salesperson Remuneration; Index
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