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When times are tough, the difference between order takers and real sales people comes home to roost, says Bob Cowlard

There is an old joke about two shoe salesmen sent to a far-off country to open up new markets. Three days after arriving, one of them calls the office in despair…

In such troubled times, it’s very easy to take a negative view about business but it’s important to focus on the positives when presenting your company to your customers.

One of the basic rules of selling is to present relevant benefits to the customer. Not irrelevant features, or for that matter…

With the Olympics being the just about only certain construction work on the horizon we’ll all be seeing a lot more of the Olympic logo, a logo which created a large amount of uninformed comment when it was launched. By Rick Osman

In fact it isn’t very often that construction marketers…

Construction News asks industry chief Don Ward of Constructing Excellence to do a psychometric test

Construction News decided to find out what is special about some of the industry’s leaders and how they work by asking them to do a Belbin test - and asking for observations from their peers.Belbin works…

While the recession storm rages, employers now more that ever need to appear calm.

There are compelling arguments for firms to hold on to their talent if they possibly can - so that redundancy is the last resort.Here are some reasons to think twice:The initial cost. The most recent CIPD/KPMG Labour…

As massive job losses hit construction, it’s no surprise that old arguments have resurfaced about foreign workers operating in Britain.

But the vehemence of the “British Jobs for British Workers” row was still shocking. Seeing workers striking unlawfully and protesting was a new experience for me, at least.Looking at the legal…

So while some of you were off in Cannes, moving and shaking at MIPIM and sipping champagne on yachts, the rest of us were staggering about on the deck of the more unwieldy tanker that is the construction industry.

Back in the real world jobs have been lost, some companies have…

It may be OK for the banks, and even the Chancellor, to suggest that things will get better when the world economy improves, but this approach probably won’t help in management meetings.

When times get tough we need to be clear thinking, proactive, innovative and able to make decisions that will…

Lord Mandelson, Business and Enterprise Secretary, recently announced that government will pay suppliers within ten days.

Reports are coming thick and fast that businesses in construction supply chains are getting 120 days even on public sector projects. Some clients simply haven’t got the message yet.Government announcements on tackling the economic crisis…

Contractors and clients could both pay the price unless careful thought is given to securing projects

Letters of intent help work to start on projects before all the contractual arrangements are in place. However, if not properly thought out, they can cause more problems than they solve.Carefully consider the payment provisions…