Market Management and Project Business Development

Market Management and Project Business Development is 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 project?s 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

Hedley Smyth is Director of Research for the Bartlett School of Construction and Project Management, University College London. He has worked extensively in industry and academia and has been published in many leading journals and authored a wide range of books