Developing the Sales Process in a Repair Construction Company
Stordell, Päivi (2018)
Metropolia Ammattikorkeakoulu
2018
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-201805117674
https://urn.fi/URN:NBN:fi:amk-201805117674
Tiivistelmä
Construction industry is one of the last frontiers for sales and customer acquisition development. Construction business, including repair construction, has traditionally based on competitive bidding where sales has not played a significant role. Recently, increased competition and price erosion in public procurement business has driven repair construction companies to search business potential among private property owners.
Starting from this perspective, the study focused on exploring how the sales process could support a repair construction company in this changing business environment. The study focused on sales actions prior the bidding stage and suggested enhancing customer acquisition process as a way to get beyond the competitive bidding. It states that through improved visibility and relationship management as well as through systematic service development the company can build better access to supplier lists as well as develop a gateway to joint property development projects. In addition, the proposal presented a model for three-step risk assessment that supports company in project risk management during sales strategy, customer acquisition and bidding stage.
The renovated sales process works as a backbone for the case company’s sales development. Implementing the proposed sales process allows the case company to become more customer-oriented and forward-looking in its business approach. Better anticipation will improve risk management, resource efficiency and in the long run, the process will have a positive impact on both demand and profitability.
Starting from this perspective, the study focused on exploring how the sales process could support a repair construction company in this changing business environment. The study focused on sales actions prior the bidding stage and suggested enhancing customer acquisition process as a way to get beyond the competitive bidding. It states that through improved visibility and relationship management as well as through systematic service development the company can build better access to supplier lists as well as develop a gateway to joint property development projects. In addition, the proposal presented a model for three-step risk assessment that supports company in project risk management during sales strategy, customer acquisition and bidding stage.
The renovated sales process works as a backbone for the case company’s sales development. Implementing the proposed sales process allows the case company to become more customer-oriented and forward-looking in its business approach. Better anticipation will improve risk management, resource efficiency and in the long run, the process will have a positive impact on both demand and profitability.