Let's take a look at what we'll be bringing you for January:
We ask 4 Questions to Andy Murphy, Commercial Director at Hanson UK
'The Intelligent Site' with Damon Schünmann
Brand new Top 50 league tables
And so much more...
Welcome to Barbour ABI Community. It’s great to be together again.
I hope you had a relaxing festive break, and were able to make the most of it, in what were undoubtedly strange circumstances for everybody. I’m sure we’re all glad to see the back of 2020, so roll on 2021!
Despite lockdowns coming into force again, I believe we are in a stronger position as an industry than we have been at any point in the past 10 months. Construction is going to play a massive, vital role in the UK economy throughout 2021 and we believe the human edge at Barbour ABI can make all the difference in making this year a roaring success.
So, what have we got lined up for you in the first Community of 2021? With so many disruptions to business in the past 12 months, it’s more important than ever to ensure your business is doing everything to keep up to speed with the developments that will ensure success for you. Our Strategic Consultant, Damon Schunmann, is back again, this time examining how embracing digital construction and creating the ‘Intelligent Site’ is vital for future prosperity.
We’ve asked ‘4 Questions’ to Andy Murphy, Commercial Director at Hanson UK. Andy has a long relationship with Barbour ABI and explains here how Hanson are utilising our new platform to inform their sales and marketing strategies for 2021.
We are also thrilled to announce a partnership between Barbour Product Search and the British Board of Agrément, which will help decision-makers drive business in 2021 and beyond.
We're always here, so drop me a line at Simon.R@barbour-abi.com to let me know what more we can do to help.
A video update from Chief Economist Tom Hall, our Spotlight feature of the month and much more in our December roundup
Our Chief Economist, Tom Hall, has recorded another exclusive video for Barbour ABI Community readers, giving his analysis of 2020, and a forecast of the key factors that will define 2021.
Our newest Spotlight feature is our upcoming webinar that delves into how the new Barbour ABI platform can help your business gain even greater return on investment from our partnership. We've also got a special video showing off what we think makes us the true leader in construction market intelligence.
All of this is packed alongside our usual reporting, which can all be accessed on the next page. So, go ahead and get stuck in to everything that we had to offer throughout December!
We are incredibly excited about our new Barbour ABI platform, and we are hosting a webinar at 11am on Tuesday 12th January to show off how these features, and so much more, will deliver you a better-than-ever Barbour ABI experience:
Our new map-based format and the simplicity of finding the relevant projects in your region and sector that will deliver high quality leads to your business.
The exciting ways in which the functionality improves upon our old Evolution system.
The ease of the migration process and the array of training that you can receive from us.
Simon Rhodes, Group Director at Barbour ABI and Richard Pennington, Sales Manager at Barbour ABI will be joined by Andy Murphy, Commercial Director at Hanson UK, who has already been migrated to the new platform and is eager to share the positive experience that Hanson have had.
Top 50 Tables
Our Top 50 is a monthly report ranking the top performing Contractors, Architects and Clients for the previous month. Take a look below at our Top 50 league tables for December.
If you want a sharp headline roundup of the names and figures that are dominating the industry, this is the report for you.
Our Economic & Construction Market Review is our most in-depth monthly look at the current economic climate and how it is affecting the construction industry. It includes industry insight, market analysis, trends and statistics.
If you want in-depth, detailed analysis of what is making the industry tick then look no further.
Faces of Barbour ABI
The human touch at Barbour ABI is what we believe separates us from the pack. We've spent years gathering construction's largest UK-based team of researchers, who spend every day developing real relationships with key industry decision makers. These connections are what lead to our data being the most accurate, reliable and powerful in the industry.
With lockdown forcing us all to be apart for so long, you may not see the faces at Barbour ABI as frequently as you used to. Rest assured that every single person that you see in the video below is still here working relentlessly, adding the extra value to our data that makes it the quality that you have come to expect from us.
This month, Andy Murphy, Commercial Director at Hanson UK talks about their strategy for 2021 and how the new Barbour ABI platform is helping Hanson achieve their goals.
In our 4 Questions Interview...
We want to give you a deeper understanding of what goes on behind the scenes at Barbour ABI, as well as connecting with major figures within the industry to learn what makes them thrive.
This month we are speaking to Andy Murphy, Commercial Director at Hanson UK. Andy rolled out the new Barbour ABI to his teams in 2020 and discusses here the plans they have in place to best utilise Barbour ABI in 2021.
Hi Andy, can you explain who you are and Hanson’s relationship with Barbour ABI?
I am Commercial Director at Hanson UK. We are one of the largest readymix and aggregate companies in the U.K. We employ around 3,600 people, of which about 150 sales teams members are users of Barbour ABI. We’ve had a long, successful relationship with Barbour ABI. Our external (and increasingly larger areas of our internal) sales teams use Barbour ABI’s platform on a daily and weekly basis to hunt for projects and meet their prospecting goals. We want to expand our usage of Barbour ABI and in the last 6 months or so we have introduced measurement and reward schemes for staff based on their usage of Barbour ABI.
I’m very keen that we use Barbour ABI to help push our teams to gain more sales and hit greater targets. We want to raise the bar within Hanson this year so that all of our sales staff are using Barbour ABI at a certain baseline level, which we can then continue to raise over time as everybody becomes more comfortable with the system.
How does the new platform allow you to manage leads more effectively, particularly with the new map-based format?
The mapping technology is fantastic. My mind works in a visual way, so to see the projects displayed on an interactive map suits me perfectly. The way that it can direct our salespeople to relevant projects in their area is so useful. We still win work (in non-lockdown times!) by a salesperson walking directly onto a building site and striking up a relationship. Being able to see exactly where those sites are makes a world of difference to external sales staff.
In terms of the wider platform, the ability to analyse links between main contractors and subcontractors is very helpful. We may have known that a certain contractor often works with a certain subcontractor, but we may not have known previously that there are another 5 subcontractors that they also use often. We have secured some enormous jobs in 2020 that we simply wouldn't have known were possible for us without this information.
Customised alerts and access to uniquely tailored reports are also incredibly useful. I’ve got specific alerts set up to see who is winning which projects and which of our teams are performing strongest.
Another key aspect of the Barbour ABI service is the ability to have Barbour’s research team reach out to the industry to ask questions on our behalf. We will ask everything from: when is a project going to tender? Can we secure more information on the longlist of subcontractors? Can you get us a name of somebody at Company X? Questions that we know are safe in the hands of Barbour ABI’s experienced team. I’ve only heard universal praise for this function, it works fantastically for us and is such a useful tool.
You’ve spoken about how Barbour ABI will affect your sales approach, how exactly will it affect your marketing approach too?
Our social media marketing will be strengthened by the information that we glean from Barbour ABI. For instance, if we’re promoting a particular product or want to grow in a specific region of the country then we will target to construction communities in that area using information from Barbour ABI. It’s about trying to teach our own staff to utilise digital markets to turbocharge what we do, as opposed to only using traditional external sales methods.
The market reports that Barbour ABI publish are really useful as part of our budget building exercises. We will consider the question of “what do Barbour think about X?” when judging our own forecasting.
How has the general migration process been, and what training or help have you had from your Client Manager that has improved the process?
Barbour ABI's team have been very good in terms of availability and flexibility for training purposes.
The migration process coinciding with the original lockdown was serendipitous for us as we suddenly had more time available to dedicate to training staff on the new platform. I engaged with our account manager and we created a plan together to do Microsoft Teams-based training sessions. The speed of service was commendable. We had the conversation on a Wednesday and the training began on the following Monday. All 150+ members of Hanson’s sales teams were trained in this way in the space of 3 weeks. We could then record the training and keep the videos for future training purposes. When newcomers join now we have got this fantastic resource to show them.
I couldn’t recommend the process more highly. It’s been exemplary in the way it’s worked.
Hear Andy discuss Hanson's journey further and learn how our latest platform developments will improve your Barbour ABI experience by watching our new webinar, Tuesday 12th January at 11am. Sign up here