This course introduces and develops techniques for construction client development, including: the structured sales approach; the referral system; building upon successful projects; exploring how satisfied clients can contribute to winning future construction contracts; the cost and the value of keeping all stakeholders satisfied; the requisite skills for successful construction project sales and how they differ from other professions in the organization. Students will analyze case studies of successful and unsuccessful construction contracts. Includes a three day, on-campus, executive leader session during the 12th week of class.
This course is not currently scheduled. Please contact the concierge to learn more.