ABSTRACT
How does a construction organization maintain its turnover? Some enquiries arrive ‘out of the blue’, arising from recommendation, the Yellow Pages or advertising. Others are sent on the strength of earlier successful contracts or following a direct approach by the business development manager. 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 find a contractor who can supply a product for a competitive price, and can demonstrate:
1 a reputation for good-quality workmanship and efficient organization; 2 the ability to complete on time; 3 a strong financial 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.
