• Richard Pettinger
Part of the Macmillan Building and Surveying Series book series (BASS)


The following knowledge is essential:
  • Total market volume and value: the number of actual clients, the number of potential clients; the numbers who use you as distinct from others; the numbers who use others rather than you; the income availability in the total market; the income gained by you from the market; the potential income available to you from the market.

  • Market nature: the extent to which the client base is fixed or fluid; whether the market is expanding, static, stagnant or contracting; the duration of the market; certain, likely and possible changes in the market — especially in terms of client confidence and expectations; other possible and likely trends and developments.

  • Market locations: and the key pressures that these bring, which means understanding the cultural pressures and boundaries (see Summary Box 8.1), and especially those constraints that cannot be altered — such as religious pressures and tendering methods in overseas and other non-domestic markets. It is no use having excellent construction, design or consulting expertise if it cannot be made acceptable to the target market.

  • Market expectations: this means recognising and understanding what the market expects as the result of commissioning construction industry activities — and matching and presenting expertise in ways that reflect this. It also means having a clear understanding of the performance and usage of the completed facility in terms of the expectations of the future and long-term users if these are different from the client.


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Copyright information

© Richard Pettinger and Rebecca Frith 1998

Authors and Affiliations

  • Richard Pettinger
    • 1
  1. 1.University College LondonUK

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