CON 5052 - Project Acquisition 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 including response techniques for complex requests for proposals. The student is exposed various aspects of business development in the construction industry including organizational theory, strategic planning, and business planning, sales and marketing, backlog, and business development budgeting.
Prereq: None
Note: This course is open to qualified undergraduate students.

Course Learning Outcomes
Upon successful completion of this course, the student will be able to:

Describe the project acquisition process
Develop a prequalification submittal
Identify a company’s competitive advantages
Generate a planning process for estimating
Produce a proposal using current marketing stragegies
Identify risk in evaluating construction contracts
Present a project proposal in written and oral form
Develop a handoff meeting agenda

Prerequisites by Topic

Construction methods
Construction project management
Construction estimating

Course Topics

Project acquisition process
Requests for proposals
Prequalification packets
Determining a company’s competitive advantage
Identifying clients and their decision-making process
Legal issues in acquistion
Written proposal strategies
Bidding strategies
Handoff meetings
Documentation and tracking strategies
Presentation techniques

Coordinator
Mark Rounds

Announcement

The Raider Return

Milwaukee School of Engineering

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CON 5052 - Project Acquisition and Business Development