Marketing Construction Management Services

A survey of ninety-five construction management firms and two hundred twenty-two construction management clients was undertaken to assess marketing practices and preferences. Forty-nine firms and forty-six clients responded to the survey. An analysis of the firms' responses indicated that the most important determinent of contract awards was the amount of general experience of the firm. Clients stressed the importance of the quality of services provided by the firm. Clients desired more information to assess the quality of the firm's proposed project manager. A marketing model is developed to assist construction management firms in positioning their marketing efforts. The model focuses upon the project manager, the project team, and requires that the firm include information to enable the clients to evaluate the firm's flexibility of their problem solutions to the clients' construction management problems.