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Mar 23, 2025
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CNST 565 - Customer Development and Winning the Construction Project
Prerequisites: Graduate standing or permission of instructor
Delivery: Distance Delivery
This course examines techniques of customer development, marketing, assessment of growth and its impact on the organization, assessment of integrating new technology in company operations and integrating these functions into the construction management team. Topics include: the referral system; publicizing successful projects and using that success for future projects; the role of the satisfied customer in winning future work; the cost and the value of keeping all stakeholders satisfied with the results of a construction project; the skill set of a construction project salesman and how it differs from the engineer, the accountant, and the constructor; and, case studies of winning profitable and unprofitable construction contracts.
3 credits
Summer
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