ABSTRACT
Introduction How does a construction organization maintain its turnover? Some enquiries arrive ‘ out of the blue ’ arising from hearsay, the Yellow Pages, or advertising. Others are sent on the strength of earlier successful contracts or following a direct salesman approach. New markets can be entered by replying to invitations for open tenders; some opportunities can be created by speculation. The greater part of work carried out in the construction industry is secured through a process of tendering which is intended to be an unbiased means of selecting a contractor to carry out work. The client, through
an evaluation of his needs, determines the criteria for selection. The aims of selection are to fi nd a contractor who can supply a product for a competitive price, and can demonstrate the following:
1. A reputation for good quality workmanship and effi cient organization. 2. The ability to complete on time. 3. A strong fi nancial standing with a good business record. 4. The expertise suited to the size and type of project. 5. An understanding of the requirements of the scheme in terms of the type of work,
the quality expected and the need to achieve target completion dates.
