November 2012 Blog Posts (1)

3 influences not to ignore when specification selling

Nowadays to be able to influence the specification of a product, it is necessary to be able to understand how to relate to specifiers and build relationships with those in the Decision Making Unit (DMU). Although the construction industry is not glamorous it is responsible for 9% of UK GDP and has a very complex DMU, hence a marketing challenge, and as the government moves to introduce BIM the dynamics of this unit are set to change.

In this blog I look at the three major influences…

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Added by Helen Johnstone on November 7, 2012 at 15:00 — No Comments

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