Jack Meisinger
The construction industry is undergoing a thorough transformation. Since COVID-19 hit, construction leaders have been consistently working to improve the digital outreach of their companies. 1 in every 2 construction professionals considered the sector to had been painfully slow at adopting innovative techniques, and that could account for the tight benefit margins of the industry in the last few years.
This has also been the case when it comes to lead generation. It is likely that you have already tried a variety of tactics for finding new construction leads but you have encountered that they just don't work. Your network has been quiet and the phones haven’t rung in a while... What are the alternatives?
Wouldn't it be helpful if there was a list of all the new constructions projects being started, the project size, and the materials they require?
Well, there is one!
And there has been, for the last 80 years since Barbour ABI first started. But this isn’t a cheap and fast solution. These are powerful tools that require thought and consideration before subscribing to. If you find yourself in a position where you’re considering a service like Barbour ABI or Glenigan you may be wondering how they work.
What Exactly Are Barbour ABI and Glenigan?
Barbour ABI and Glenigan are market intelligence companies focused on construction projects. They give their subscribers access to databases that gather a great number of the construction projects that are planned in the UK for the near future.
This database includes not only the project, but also details like budget, completion date, type, materials required, and, of course, location. Each project entry includes the point-of-contact for said project, so you can go ahead and reach out to them.
How do Barbour ABI and Glenigan find the information They Provide?
Construction data providers like Barbour ABI and Glenigan are enabled through augmented intelligence (AI), providing the industry with a more sophisticated address to data collection and processing.
Data does not come from predictions or estimations, making sure that the information subscribers get is backed by data and aligned to the teams behind each of the projects. Data is either imputed or gathered through different steps that involve the constant involvement of a large research body:
#1 Projects are submitted and approved
Both Barbour ABI and Glenigan require new projects to be submitted and approved before they can be showcased to their subscribers. Through this first filter, Barbour ABI and Glenigan offer the construction industry with reliable information that has had to pass certain test before it is published.
For its approval, projects need to include information that the research teams at Barbour ABI and Glenigan need to collate a centralised library of every new construction job being planned or underway in the UK.
#2 Projects are Consistently Updated
After the information on a project is uploaded to the database, it must be updated with any changes to the timeline, budget, or scope of the project. The extensive research teams at Barbour ABI and Glenigan are in charge of following up on projects and updating listings that have experienced any modifications.
These changes are then reflected on their database and subscribers following those projects are immediately notified so they can see the amends and change their outreach plan, if needed.
#3 Other Projects are Manually Listed
It is worth noting that, however, refurbishment and renovation projects, which make up a large portion of the UK construction sector, are not submitted through this filtering system offered by Barbour ABI and Glenigan, since they do not require planning permissions (at least, most of the times!).
Aware of the importance of these projects, they are manually tracked down by Barbour ABI's and Glenigan's research teams and are listed along with the rest of the projects. Quite a fair bit of work!
What information do Barbour ABI and Glenigan supply?
While your main goal in implementing Barbour ABI and Glenigan may be to search for projects that require products or services that match yours, the data available in these platforms can give you invaluable insights on your sector.
Barbour ABI and Glenigan not only tell you about the project that is being planned, but also about who is planning that project! This can be a perfect opportunity for networking and making sure you have a clear picture of the big names in the industry. Among the information available on these platforms, you will find:
- Project location, with particular emphasis on the region
- Project category or type, filtering through categories like residential, commercial, industrial, etc.
- Project stage and building phase
- Project value
- Project timeline
- Project materials
- Project budget
- Companies involved with the project
- Contacts with their role
It doesn’t get much better than knowing where, when, and what is being planned and specified for every project in the country. And not to mention the contact details of key decision-makers...
Of course, be careful with how you use this.
If you come off too strong, you risk joining the rest of the project vultures who inundate architects with cold calls and cold emails as soon as a project is listed. There are good and bad ways to initiate these conversations...
How have Barbour ABI and Glenigan changed over the years?
As Barbour ABI and Glenigan have grown, so have their services! Market intelligence is being used for more than new projects and contact details. Now you can access detailed market reports outlining market trends and analysis of the residential, offices, industrial, hotel & leisure, and retail sectors.
These reports cover the whole of the UK and are usually available at a small additional cost.
#1 Institutional Collaborations
Having access to invaluable amounts of data has made market intelligence platforms like Barbour ABI and Glenigan important allies for institutions and governments. For example, Barbour ABI has been collaborating with the Office for National Statistics since 2013, providing them with regular updates on trends and developments within the construction sector, ensuring they are able to deliver high-quality statistics.
They have also been chosen to collaborate with the Department for Business, Energy & Industrial Strategy.
#2 In-House Reporting
Both platforms, Barbour ABI and Glenigan generated industry reports almost on a monthly basis. They release regular updates that aim to cover diverse sectors within the construction industry, always driven by the data produced through their research teams and analysed by their economics teams.
This information is usually so compelling that is often featured in mainstream media. They also write annual reports that tend to be available at an additional cost.
#3 Market Analysis
Barbour ABI and Glenigan are famous for their League Tables! If you have never come across this term, a league table is a document that gathers data on the most relevant architects and contractors in the last month or last year. These can be particularly helpful for networking, and for deciding where to invest your marketing efforts.
Relevant architects and contractors are more likely to drive future projects and, even if they do not have a project open at that moment, are worth networking with!
#4 Industry Forecast
At different moments throughout the year, both Barbour ABI and Glenigan will offer their forecast for the UK construction industry in the following months or years. Their forecasts are backed by the extensive body of research found in their databases and aim to provide anyone downloading that piece of content with a clear picture of what they could expect from the upcoming months.
This can also help businesses identify threads and prepare to mitigate any foreseeable risks!
Are Barbour ABI and Glenigan helpful?
Theoretically, you could do this research project yourself... But there is a reason Barbour ABI and Glenigan have over 100 employees: it would take ages to conduct a research like this!
Paying for Barbour ABI and Glenigan is, straightforwardly, paying for the convenience of having it all done for you. And, yes, you know it... Many construction companies are implementing these platforms, benefiting from quick, accurate, and readily available data.
It might be worth noting, however, that how helpful it is will depend on the system you have in place to receive, manage, and follow up the data provided by Barbour ABI and Glenigan.
If you sign up thinking it will be a magic bullet for customer acquisition... Chances are, you’ll be disappointed! You will be paying for intelligence, not for a marketing service. If you’re a company who needs help with their sales and marketing, you may need to focus on those capabilities separately!
Should I sign Up For Barbour ABI or Glenigan?
Market intelligence platforms are not a good fit for everyone and that is ok! Barbour ABI or Glenigan can give you a host of new opportunities and contacts, as well as information that can lead to a serious increase in revenue for those who know how to use it.
If you find yourself in a position where you’d like to take advantage of this resource, there are some questions you need to ask yourself before you sign up for one of these platforms.
#1 Does this fit into my budget?
Market data platforms can be a huge investment and, as a construction company, you need to make sure you are investing in the right things. For you to make your money's worth, it is essential that your subscription to software like Barbour ABI and Glenigan are part of a wider lead generation and lead nurturing strategy.
Without a plan in which Barbour ABI and Glenigan play a role, chances are the only thing you will be getting from their databases is buyer's remorse. Think about how to use it before you get it!
#2 Have You Defined Your Ideal Target?
If you feel ready to give that first step and invest on market intelligence software, it is essential for you to have a clear search criteria. Looking at your target projects, you will find that you are not necessarily interested in every single project showing on Barbour ABI's and Glenigan's database and that, in contrast, the projects available matching your ideal target is reduced.
Talk to a representative of those platforms or get a trial search so you are able to test the quality of the leads you would be getting from the platforms.
#3 Will You be Able to Follow Up those Leads?
The projects showcased in Barbour ABI's and Glenigan's databases will be expecting people to contact them, but that does not mean they will get back to you ASAP. In fact, it is likely that you will need to contact them several times before they start considering your product. And that is the key moment!
The point of contact of those projects will be contacted by hundreds of companies... You can choose to have sales representatives, call centres, or reach out to partners of those databases to streamline that first-touch.
#4 Do you have the tools needed to Nurture those Leads?
With the influx of data generated through Barbour ABI's and Glenigan's data, you database can quickly become messy. With that in mind, it is essential that, before you invest in these platforms, you ensure that your CRM is bullet-proof. If you are still listing your lead on an Excel spreadsheet... It is time to look for alternatives!
A CRM that also gives you the chance to automate processes, like HubSpot, can be a fantastic choice to make sure you nurture those leads and keep in touch beyond the project due date.
#5 Will You Be Supported?
Either through a team or a solid technological stack, you will need support when it comes to managing the leads coming through Barbour ABI or Glenigan. If you are working alongside other people, make sure they are also onboard and that they have been accordingly briefed about the adoption of market intelligence platforms.
Lead the way in utilizing it, or give that responsibility to a member of the team to develop, implement, and champion a use-strategy.
Conclusion
In short, Barbour ABI and Glenigan are both some of the most comprehensive, specific, and up-to-date lead generation tools available to construction product companies. If you’re thinking: “that sounds impressive” – it is. Barbour ABI, Glenigan, and some smaller companies offer great services, with lots of potential for future work opportunities. But it’s not a substitute for a sales and marketing strategy! You can absolutely grow your business with market intelligence, but not without a plan for how to use it.
If you found the information in this post insightful, we recommend you look into some of the most popular articles in the Insynth Blog regarding lead generation! Our favourites are: