Market Management and Project Business Development [Paperback]

Market Management and Project Business Developmentis a guide to the theory of marketing and selling projects in business, demonstrating how to secure and deliver value, and improve performance in profitable ways.

By providing a set of key principles and guidelines to business-to-business (B2B) marketing, construction project management expert Hedley Smyth demonstrates how to use marketing and business development principles to maximise the value of a project.

The book takes a step-by-step approach by dealing with each stage in a projects lifecycle in turn, covering a range of approaches including the marketing mix, relationship marketing and its project marketing variant, entrepreneurial marketing and the service-dominant logic.

This book is valuable reading for all students and specialists in project management, as well as project managers in business, management, the built environment, or indeed any industry.

1.The Shadow of the Past  2.Towards Managing the Market  3.The Marketing Mix  4.Relationship Marketing  5.Project Marketing  6.Entrepreneurial Marketing  7.A Project Management Focus towards Managing Markets  8.Front-end Focus towards Managing Markets  9.Resources and Investment in the Firm for Market Management  10.The Service-Dominant Logic and Market Management  11.Market Management, Business Development and Value Creation  12.Life Lived Forwards

This book pulls together developments in marketing, business development and project management to provide an in-depth, rigorous analysis of how both horizontal and vertical integration is crucial to garner competitive advantage and value creation in the market place. Ten substantive issues are presented to advance this cause, refocusing on how project businesses manage markets. This book is strongly recommenlãa