Provides models and methods that are necessary to develop a constructive approach to project marketing. This book contains more than 20 short cases drawn from a wide variety of industries eg aerospace, construction, engineering, transport and energy. It can be used a textbook for MBA and other masters-level courses in project marketing.

Part I The Project Business What is a Project? Characteristics of Project Business Project Marketing; Special Features Project Marketing Practices The Project Marketing Logic Part II Marketing Strategy From Corporate Strategy to Marketing Strategy Market Approach: Sociograms and Portfolios Analysing Milieus Managing Customer Relationships Part III Implementation Screening Projects Proactive Co-Development Formulating the Offer Negotiating Projects Practical Guidelines

Project Marketing: Beyond Competitive Bidding is the first English language book that focuses specifically on this important, emerging subject. Project marketing relates to the various marketing activities that take place prior to winning a contract. It deals with marketing of large and complex projects such as the construction of buildings and power stations. FEATURES * The authors are all leading international figures in the field of project marketing. Bernard Cova is co-founder and leader of The European Network on Project Marketing and System Selling. * The book provides models and methods that are necessary to develop a constructive approach to project marketing. * It contains more than 20 short cases drawn from a wide variety of industries e.g. aerospace, construction, engineering, transport and energy. The cases are truly international with examples from Europe, Asia, USA and Africa. Project Marketing: Beyond Competitive Bidding can be used a textbook for MBA and other masters-level courses in project marketing and project management. It will also be highly relevant for practitioners and participants in executive and in-company training programs.

Preface About the Authors Part I The Project Business What is a Project? Characteristics of Project Business Project Marketing; Special Features Project Marketing Practices The Project Marketing Logic Part II Marketing Strategy From Corporate Strategy to Marketing Strategy Market Approach: Sociograms and Portfolios Analysing Milieus Managing Customer Relationships Part III Implementation Screening Projects Proactive Co-Development Formulating the Offer Negotiating Projects Practical Guidelines References Index