Focusing Your Efforts

Focusing your sales

So, you’ve got the foundations in place. You and your team are committed to the long-term growth of the business.

You’re ready to tap into the mine of information in the planning system and start hunting down work. There’s just one problem: there are over 340 local planning authorities around the country. It’s time for a system. And it’s time to focus.

First of all, every construction sales professional needs a source of sales leads to work from. There are four main providers, the best known being Glenigan and Barbour ABI. We’ll come to them and their competitors shortly, to help you decide which service is best for you.

Whichever provider you choose, you’ll be able to specify what you want to see using a broad range of filters. They will allow you to narrow down the vast tide of information coming out of the planning system into a manageable stream of top quality opportunities. They could include:

Look for work that you know you’ll enjoy.

Use search criteria like these to exclude the jobs that aren’t going to be of interest. Once you’ve got a source of incoming tender enquiries, it’s time to start turning them into tenders and then into contracts.