Project Marketing : Beyond Competitive Bidding
Bernard Cova, Pervez Ghauri, Robert SalleISBN: 0471486647; 9780471486640;
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 ...