CCSP Module II: Customer Business
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Why Attend? In this workshop, your front-line sales team learns about the contractor’s business process, measurement systems, and language. Staff learns how contractors view the entire project, as well as the role suppliers play to fulfill a contractor’s requirements. If you want your sales reps to expand their role beyond providing field support at a job placement, there is the module for them to step up their game so they can execute meaningful, respected sales strategies.
Class times: Day 1-2: 8:00 am – 4:00 pm | Class time: Day 3: 8:00 am – 11:00 am
Exam time: Day 3: 12:00 pm – 2:00 pm
SESSION 1: Concrete Customer Overview
- The 3 primary concrete markets
- What customers want from RM producers
- Identifying ready mix producers’ concerns about their customers
- A project’s organization chart
- Reviewing construction market statistics and trends
- Typical construction phases in each market type
- Key terms and important documents for each type of construction
- Discussion about ready mix sales opportunities in each market
SESSION 2: Contractor Operations and Scheduling
- Defining productivity and efficiency from the contractor’s perspective
- The general contractor’s project management process, system, and rubrics
- Understanding the types of construction projects’ schedules and how to use them
- Benefits of planning and scheduling
- Understanding the importance of the general contractor’s Policy & Procedures Manual
- Working within the general contractor’s work breakdown Structure
SESSION 3: Construction Design and Designers
- Types of architects and engineers
- Construction design phases
- Construction delivery strategies and methods
- Development objectives and financing
- Building Information Modeling (BIM), augmented reality technology, and Additive manufacturing.
SESSION 4: Construction Documents and Plan Reading
- The contract and the role it plays among the owner, builder, and suppliers
- The role of general conditions
- The contract documents
- The impact of production control systems, including specifications, plans and drawings, the construction release, purchase orders, change orders, job cost reports, check lists, and daily reports
- Plan and blueprinting exercises
SESSION 5: Sustainable Construction & Concrete
- Take-offs and estimating exercises
- Sustainable construction rating systems and their role in ready mixed concrete sales
- Environmental Product Declarations
- Life Cost Analysis and Life Cycle Cost Analysis
For more information, contact Shawnita Dickens at 703-706-4854
