2020-2021 Undergraduate Academic Catalog 
    Oct 26, 2021  
2020-2021 Undergraduate Academic Catalog [ARCHIVED CATALOG]

Add to Portfolio (opens a new window)

CM 5020 - Project Acquisitions and Business Development

3 lecture hours 0 lab hours 3 credits
Course Description
Students gain a working knowledge of project acquisition of new work in the construction industry. The student is exposed to an overview of organizational theory, strategic planning and business planning in the construction industry as well as acquisition procedures including response techniques for complex requests for proposals and understanding the final concepts of sales and marketing, backlog, and business development budgeting in construction. (prereq: graduate standing, open to undergraduate students with permission of course program director)
Course Learning Outcomes
Upon successful completion of this course, the student will be able to:
  • Understand and identify the project acquisition process
  • Identify projects for acquisition using a go-no-go matrix
  • Develop a prequalification submittal
  • Identify their company’s competitive advantage
  • Generate a planning process for estimating
  • Produce proposals using current marketing strategies
  • Identify risk in evaluating construction contracts
  • Present their project proposals in both written and oral form
  • Develop a handoff meeting agenda and understand how the handoff meeting functions

Prerequisites by Topic
  • Construction methods
  • Construction project management
  • Construction estimating

Course Topics
  • Project acquisition process
  • Requests for proposal
  • Prequalification packets
  • Determining your competitive advantage
  • Identifying clients and their decision-making process
  • Legal issues in acquisition
  • Written proposal strategies
  • Bidding strategies
  • Handoff meetings
  • Documentation and tracking strategies
  • Presentation techniques

Dr. Jera Sullivan

Add to Portfolio (opens a new window)